In the world of watts and voltage, current is what flows and bring things to life. View your sales plan as your current to success.
We all talk about it, regard it as the benchmark to excellence, but do you mean it? Is your Customer’s Experience equivalent to your Selling Experience, if not, work that into your strategic sales plan.
Points of control are important to understand and master into your sales cycles. Your opportunity has a great chance of closing sooner if you allow the Customer to take control of the situation with you still in control.
Top line revenue opportunities are typically at the top or our funnel. This put at risk existing Customers whose retention value, both financially and emotionally, have to be taken into consideration when creating your daily priorities.
Understand what your upline chain of command needs to be successful. Then jointly work on the executable portion, and deliver.
When assigned a new territory, you need to dive in without much to go with other than your belief in yourself that you can make it happen. If you wait for the right time the opportunity will pass you by. Think like someone that sees a drowning child in the lake, jump in and makeContinue reading “Dive In”
Must Have !!
Close the opportunity with confidence that you have have earned the business by executing on your sales process. The sales process should check the boxes that deliver benefits with perceived value to your client.
The sales process is laden with objections. View objections as helpful clues to closing the opportunity. Make sure to reflect the necessary changes in our sales plan and forecast status. Pay particular attention to objections that require functional modifications to your solution. Don’t shy away from objections, embrace them and collectively work with your CustomerContinue reading “Objection Handling”
A common question that you need to be able to answer quickly in a positive manner per opportunity. Expect this question from the various internal resources that you are depending on to close the opportunity. The harder this becomes the less likely the opportunity becomes a win for you. The answers to this simple questionContinue reading “What’s Happening”