Happy New Year. Make time your motivator. Trap what you need now. Live to win. Below are few practical guides that my mentoring process will help you further develop.
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. Improving the Customer’s experience of your “sales process” is important because it helps you: Overall, improving the customer experience isContinue reading “Customer Experience”
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.
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”
Continue to revive yourself on a daily basis, and become a true zombie salesperson. Define your own formula to refocus your entire purpose on the opportunity at hand. Be that zombie, bring it home and get ready for the next one.
Is that truly possible, you may ask, and the answer is that it’s a moving target according to your sales plan. Stay focused on forward motion at all times .. all steps are equally important. Keep your sales plan current in order to improve your odds of securing the opportunity. If you don’t have aContinue reading “Maximum Efficiency”
Let’s start this new year with a powerful commitment to setting meaningful goals and exceeding them. My goad this CY-2022 is to continue to grow the Sales Academy by helping Engineers make the transformation to Sales. If you have a particular hurdle that is preventing you from completing the transformation, post them here and letContinue reading “Happy New Year – 2022”