If you have been in sales for any amount of time, you have heard the term “Trial Close”. But what does it mean? Simply, it’s a line of questioning used to gauge and feel out your audiences’ level of engagement
IMPORTANT: Presenting can be done face-to-face, video (zoom, Teams, Meet, GoTomeeting) or via phone. After all the years I’ve been in the sales consulting business the one phenomenon that I always find surprising is how many sales reps simply email
Everyone knows and expects prospecting to be laborious. Often, we hear that it’s a “numbers game”. Well … that is true. If you don’t put in the effort/activity, you won’t succeed no matter how good your strategy and skills are.
Finally, after many calls, emails, and conversations, the customer tells you they are ready and interested to talk with you. Finally, after many calls, emails, and conversations, the customer tells you they are ready and interested to talk with you. STOP!!!! Simply put, even when the customer does explain their need, the first need they tell you is likely not the “real underlying driver” but rather a symptom of a bigger issue, goal, or problem they are experiencing.
There are many uncomfortable questions that we need to ask as consultative people. But why? These questions include (but are not exclusive to): Why are these Questions Uncomfortable to Ask? Sometimes these questions can feel too sensitive, invasive, pushy and
Regardless of your role, if you are in any type of customer-facing role, you know that the key to success comes down to “communication”. And as the old story goes, it is not “what you say” but “how you say
In the normal sales cycle there are so many different areas where a salesperson can stumble. For some, simply keeping their pipeline full and getting their ‘foot in the door’ can be a challenge. For others, the pipeline is always
NOTE: Before beginning the module, consider that if most your quotes are “blind RFQ’s” (meaning you have no opportunity to talk or engage the potential customer), then this module is less relevant. Let’s start by asking a few questions: These
It’s the technique of telling your customer ahead of time what questions/topics you would like to cover/ask the next time you talk with them. Example… Scenario Typical Approach Alignment Approach The Difference Your customer buys product x from you but
Everyone knows that the first step towards any sale is identifying a need. The key question, of course, is how to do that. Simply put, there are 2 types of needs: Needs your Customer Knows They Have Let’s first look