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Sales Process

THIS PODCAST IS FOR YOU IF:

If you are responsible for selling large, enterprise deals and struggle to get them through the finish line due to the complex decision making processes with in your target's organizations. There are many factors that come into play when identifying a real reason to do business, scoping out the investment/terms and navigating the decision and procurement processes. It is not just a simple 'check the box' list, there is a grace and finesse of building a relationship and earning their trust.

Does it bother you when prospects treat your specialized products and services like a commodity? Are you tired of having to discount deals to win competitive situations?

If you’ve ever been out fishing, you know the secret to selling. Don’t see the correlation? Well, picture the last time you were fishing and it took a while for your first catch. After a while of fishing, it can get tiring and you grow impatient. Then you finally feel that first nibble on the end of your line. At that moment, your actions can determine the outcome. If you reel it in right away, you will probably lose the fish. But if you resist the urge and wait for the fish to get serious about the bait, you can set the hook and reel it in.

Your customers expect service. Most come into your store or call your number with a question that needs answering right away. How your employees respond will affect what your customer does, whether they stay or go. Your staff doesn’t just need to be there to answer questions, they have to be ready for them. To have employees who are on the ball, who can engage, overcome, and think on the fly requires experience. The question is: what do you want that experience to cost you?

My message for sales professionals is simple: You’re a consultant, so behave like one. That means asking the right questions… then asking more questions … and even more questions …. until you fully understand what the buyer needs to be able to close the gap between where they are and where they want to be.

Listening is a skill that all have, but few master. In any relationship, both sides have to feel they can speak and that their words will be heard. Sales is no different: a dialogue takes two, and simply throwing words at the customer only bores you and frustrates them. The key is to listen--listen actively--and instead of throwing prepared lines at them, enter into a natural conversation where both of you are hearing what the other has to say and tailoring your thoughts—and sales—accordingly.

Mike Montague interviews John Glennon on How to Succeed at Customer Success. 

Despite the ease of access to information online, consumers are still trusting the opinions of their peers when it comes to making a purchase, which is why word-of-mouth referrals are typically the best kind of business.

However, while referrals are sales gold, they can also be the most difficult to obtain. So how does one encourage more of them?

Here are 6 tips to do so.

Writing emails is a nearly unavoidable tasks when it comes to procuring new clients. Unfortunately, the success rate of sales emails tends to be very low, because it is a lot easier for a target to simply delete an email than to ignore you over the phone or in person. However, there are some techniques that will help ensure that your targets read your emails.

The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization!