NOV
07
0

Here's A Proposal Your Prospect Can't Refuse

You are in sales, but more important you are in the value creation business . You want to help your prospect make a positive decision to do business with you. When you reach the stage of submitting a proposal it will come at the moment you have laid the foundation for a positive decision. The moment comes after… You have had a positive introduction . This may come in the form of a referral, a testimonial, or relevant marketing you shared that appealed to the buyer. You have built rapport . This is where you establish credibility. Your appearance, reputation, and ease that you converse with the prospect sets the tone. You are subtly selling your integrity, and nothing else. You have discovered the wants and needs of the prospect . This is the most overlooked and underdeveloped aspect of the sales process. This is where you discover wants and...
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  176 Hits
176 Hits
OCT
29
0

Are These Sales Statistics Blowing Your Mind?

A recent HubSpot blog post titled  73 Mind Blowing Sales Statistics   caught my eye and it should interest you. With each statistic there is a story, which should lead to a series of questions. STATISTIC: 42% of salespeople consider prospecting the most challenging part of the sales process. If I am your sales coach I would ask you : When was the last time you asked your sales team about their biggest challenge(s)? How were the challenges addressed? If it’s prospecting, why is that? Is there a lack of communication with marketing and sales about the best type of accounts to target? How often do you review your sales plan? Are the salespeople unwilling to follow the sales plan? STATISTIC: 60% of buyers want to discuss price on the first call. If I am your sales coach I would ask you : Does price come up because your salesperson...
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  240 Hits
240 Hits
SEP
23
0

Purposeful Selling Step #4: Don't Sell Out

After completing the  Core-Values-Exercise in Step #3, what did you learn about yourself? How will it impact your life, not just your career? The hiring process used today rarely brings up core values. The focus is typically on skills, prior work experience, accomplishments and your ability to carry out bullet-pointed objectives on the job description. Imagine going on a job interview and leading a conversation about your core values? Your job satisfaction and career growth are tied to whether your values are congruent with your work. DON’T SELL OUT! We are fortunate to live in an era where we are raising consciousness about business culture. The odds of finding a business that publicizes its core values is growing. Look at Zappos , Whole Foods Market , and The Container Store as national brands that strongly believe in their purpose and commit to living their values as guiding principles in the...
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  173 Hits
173 Hits
AUG
28
0

Purposeful Selling Step #3: Integrate Core Values Into Your Work

HubSpot published an article titled “ The Biggest Threat to Sales Teams in 2018 Isn't Losing Clients .” The biggest threat is losing members of their sales team. The article says that average sales rep tenure sits at 1.5 years according to the Bridge Group , and offers reasons for why this number is low. This is a threat because of the financial and emotional costs. Is this shocking to you? One of the reasons salespeople are leaving is because job satisfaction is low . Until businesses take the time to understand the behaviors and culture that elevate job satisfaction this statistic will linger. Although there are multiple factors that go into job satisfaction, here’s one way to proactively attack this problem and it applies to businesses and individual sales performers. UNDERSTAND, ARTICULATE, AND LIVE YOUR CORE VALUES     CORE VALUE : A principle without which life wouldn’t be...
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  215 Hits
215 Hits
AUG
14
0

Purposeful Selling Step #2: Create a Dynamic Personal Brand

In Purposeful Selling Step #1, “ Know thyself ” you took the time to understand: The natural talents you have based on how you think and make decisions How you prefer to use your talents based on your natural behavioral style Why are you motivated to use your talents based on your drivers of engagement You have positioned yourself for success based on this heightened level of self- awareness. COACHING TIP : In a purposeful organization, “knowing thyself” should not be limited to the sales department. The CEO, CMO, VP of Sales and all others in the sales process who impact the customer should be included. Purposeful organizations shun the stereotypical organizational chart. You are working together toward a common cause (purpose). Hierarchies with authoritarian leadership kill the purposeful spirit. The next step is deciding how you want to be known in an unforgettable way. You may work alone, in...
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  215 Hits
215 Hits