There are some extra challenges involved in making a sale to a company when there are multiple decision-makers that have to be taken into account. Sometimes, you have to hold the same presentation or meeting numerous times, and there can be more negotiations than you originally anticipated. Although these precautions are taken, the end goal …
Picture this scenario. You’ve dialled a new contact, connected and started to say your pitch. “Sounds interesting. Please just send me an email, I’ll look at it later”. At this point you have two options. 1. Send them the email and never end up closing the deal.OR2. Navigate the call to where you can have …
Dealing with a difficult prospects is a frequent event in sales. Often these prospects claim to not have any time and they need to speed up the process. “Just send me over the pricing, I’ll read through it when I’m ready”. These prospects may genuinely be time poor, but sending over pricing kills the deal. …
How Do You Handle Difficult Prospects? B2B Sales Guide Read More »
In a disrupted economy, closing deals takes more sophistication and finesse than ever before. You might think that all you need to do is double down on all your sales methods, but stoking a sense of urgency is going to be your superpower. How do you create a sense of urgency in B2B sales? To …
Conciseness and clarity. Two elements that enable you to articulate your ideas on a sales call. When your message is clear, so is your value proposition. This is because it can be easily understood. Truth is, there are things that inhibit this from happening. A big one being talkative prospects! The problem with talkative prospects …
You’ve just got off the phone after your sales demo. ☑ Great prospect – *Check!*☑ Solving a pain – *Check!*☑ Decision within 2 weeks – *Check!*☑ Have got a sizeable budget – *Check!* Looks like the perfect deal, but there is still work to be done before it closes. Even the perfect sales demo is …
Urgency is so important in sales. We’ve all had deals where the prospect says “Yeah I’m interested, but let me think about it. Reach out in 1 month” You reach out in 1 month and the situation is the same. You expected them to go ahead, but they still haven’t even looked at the proposal. …
It’s important to spot tyre kickers quickly within the sales process. The very best will sometimes even walk away from a deal. We characterise a tyre kicker as a time waster. Somebody who has an underlying agenda, with no intention to buy. Picture this scenario… You spend over 1 hour with someone who says all …