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.
Actively listen to your Customer’s needs and concerns. If you speaking doesn’t address them directly refrain from speaking. Keep listening until you have enough to package a deal that puts you in the game. Address objections and listen for ways to improve your deal or challenge your Customer.
Understand your value proposition at all times. Your value includes your product, company, and then you. Keep improving all three phases and your value proposition becomes more persuasive. Right answers are created.
Things get done based on priorities. Know your priorities, the first one is close the deal asap in a pushy but respectful manner towards others. Retiring your quota should drive you to a positive outcome.
Do you know why people wear boots when it is cold and wet outside? Think about this for a second or two. Aside from stylish reasons, people buy dry and warm feet not boots. Warm and dry feet are direct “benefits” of wearing boots when it is cold and wet. People will focus on theContinue reading “Solution Benefits”