Sales leaders who can meet these challenges will replace frustration with confidence and direction for the individuals on their team and themselves.
Author Archive | Jeff Thull
Shifting to a new paradigm will not only help you live to see tomorrow, but it will foster in you the agility and plain old street smarts to take your business in completely new, highly profitable directions.
Negotiation takes on a new definition in the diagnostic process, which centers on clear and precise communication and collaboration – a continual series of “mutual agreements and understanding.”
The goal is to let your questions help you establish exceptional credibility and become a problem solver for your customers.
I am often surprised that even the most sophisticated professionals get caught in the presentation trap. They spend an inordinate amount of time preparing for a razzle-dazzle presentation and often lose sight of the issues at hand.
Gaining access and connecting to executive decision makers is one challenge that most sales professionals face, and access to the Executive Suite can mean the difference between success and mediocre results.
The bottom line is, ill-prepared salespeople will continually be pushed back down to support levels if they don’t keep in mind the five key steps to engage the executive and increase the value they can bring to them.
How do you guide your customers through a high quality decision process that will help them understand the value of your solution and be willing to invest in it?
When you follow the conventional sales process in a complex sale, you run head first into a series of traps that grow progressively more difficult to avoid and that make a positive outcome for the sale ever less likely.
Within the first 20 seconds you must simultaneously establish relevancy and credibility – or you will be dismissed as just more marketing noise in the relentless barrage of sellers looking for attention.