There are a few things to consider when selling in a political climate:
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Retention Value is the value of a customer after they have been with your company for a certain amount of time. It’s not just about their current engagement, but also their future engagement. If you can get past the cost of acquiring new customers, you can increase the value of your existing customer base byContinue reading “Retention Value”
Traps cost time and money to get out of, success planning reduce their probability. Traps are created by lack of proper planning. Live to win.
Stay in control of thoughts and goals. Success is neither easy nor given, it’s there for the taking with a proper setup. Live to win.
What step are you on, right now? Success requires a series of events to happen that are a result of the actions you take in your setup. Stay focused, live to win.
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.
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”
Is it worth it? Every risk has a downside associated with it, and it becomes a key metric in evaluating your opportunity’s probability of success. Great topic to review with your manager to assess the resources required to mitigate the understood risk. Also need to asses its impact to your overall pipeline’s expected performance.
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.