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.
Internal competition is formed when two separate market revenue sellable solutions have simultaneous customer suitability; and you are only compensated on one of the two solutions. Good topic to address with your manager and sales operations. Also an opportunity for you to improve your value proposition statement in order to remain competitive. Keep you skillsContinue reading “Internal Competition”
Be prepared to describe your value to your market in no more than 20 seconds. That value needs to include your industry, product-benefits, your company and “why me” messaging. The goal is to project a feeling that elicits a positive reaction; a positive reaction is a good indicator that you should solicit a follow up.
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”