It’s happened to the best of us. You tell a prospect how much your product or service costs and silence ensues on the other end of the line. This is known as “sticker shock.” If you’ve done your job as a salesperson though, your customer should never experience this.
It's mid-month, I'm enjoying my morning caffeination while reviewing the sales team’s preliminary monthly sales forecasts, and I’m concerned. Many opportunities forecasted to close again this month at 90% probability are deals that have been previously forecasted to close at similar rates of probability.
Quite often, the procurement department (also called purchasing or supply management) is seen as an obstacle, if not an outright enemy, to the selling process. These are the people hired to say “no” and make the selling effort (and internal client’s buying decision) more difficult, rigorous, and objective.
Presentation is everything, especially when it comes to sales proposals and quotes. Getting it right can mean the difference between landing the sale or failing to get the contract—it's that important. If your sales proposals read like whitepapers, your client may leave scratching their head. Worse, they may be completely bored. One of the best sales strategies to have in your arsenal is the ability to create and implement winning proposals. Need some tips? Keep reading to find out how to make your sales proposal pop. Why is Layout and Presentation So Important? Executives and decision makers in all industries expect professionalism, and when it comes to proposals, appearance is just as important as the contents of the proposal. If your proposal is disorganized, boring or unattractive, it gets tossed aside with all the other proposals that look exactly the same. In order to get your proposals to stand out, yours must be clean, easy to read, and engaging.
Recently I asked my blog readers to share opinions about the great "quality vs. volume" debate. That is, if you had your choice between a high volume of leads and high-quality leads, which would you prefer? Here's the feedback I received from readers -- 71% chose quality, while 29% chose volume.
By Doyle Slayton Do you ever feel like you're losing control of the conversation during a prospecting call or sales appointment? You quickly realize you better regain control of the sale, or you're going to lose the deal. Some prospects engage you with a multitude of questions around product features. Can your software do this... can it do that? At first, you think, "Wow" this customer is really interested! Thirty minutes later you realize... wait a minute... we're nowhere close to getting this deal. Here is a technique you can master to regain control of the conversation. I call it the Statement, Benefit, Probe technique.
Value-based sales is a popular term used by many companies who claim that their organization provides customers with the best value. From tech support to delivery speed, from warranty policies to company reputability, there are many factors a company will claim that make them a “value-based seller.”
For much of his tenure at GE, Jack Welch’s famous mandate to every business unit was to be either number one or number two in their market. If you weren't meeting that standard, you were replaced.
