Two Salespersons doing the same job. Which one will survive?
Salespeople are from Saturn; Prospects are from Pluto
Keep prospects as long as possible on the right-hand side of the Buying clock. Then you are on their planet and increase the change to influence their buying process.
Do Buyers Need a Salesperson at All?
Whichever data or statistics you look at, it’s pretty clear that B2B buyers’ use of the web to make purchasing decisions is increasing exponentially. By the time you meet a prospect, they are halfway through their buying process, know exactly what they want, and ask you to put a price on their identified solution. Do buyers need a salesperson at all?
Becoming Comfortable with the Uncomfortable
Sharing risks you see for your prospect of not changing is challenging for many salespeople. We have not been trained on how to do that. It’s time to get comfortable with the uncomfortable.
Customers Prefer a Fix over Change
Here is a challenge for you. How do you handle situations where a prospect currently experiences dissatisfaction in one area, but according their thinking changing to you may lead to imperfection in another? They much prefer a fix over a change.
How to Beat the Hidden Competitor?
When opportunities stall, have you considered there is another competitor you are competing with? It’s The Hidden Competitor. Listen to this episode how to handle that.
The Domino-Insights Effect
Insight selling is about providing your stakeholder with a new perspective of their situation. However, there seems to be a lot of pressure on finding the right insight. What if there is not one big insight but instead several small insights? Welcome to the Domino-Insights Effect.