Robust ThemeDec 09, 2019 2020-04-08 7:40
A deal review is a critical step in closing a sale, especially in situations where the opportunity is large and complex. The process involves reviewing and analyzing every detail of the sales opportunity, identifying areas of weakness, and coming up with a plan to address them.
During a deal review, it's important to follow a set of guidelines that ensure the review process is thorough and effective. These guidelines are usually based on past experience and research and can help identify common problems and pitfalls.
One key aspect of the deal review is preparing for the meeting with the potential client. This involves understanding their personality, communication style, and how they process information. By doing this, you can tailor your presentation and approach...
Ghosting is a common problem that many sellers face when they have had successful conversations with buyers, but suddenly they stop communicating and do not respond to follow-up messages. We will look at this issue from both the seller's and buyer's perspective and learn what can be done to increase the win rate.
From the buyer's perspective, they express interest in a product or service, obtain information, but then avoid commitment and ghost the seller. As sellers, we start with a needs analysis, make a proposal, attempt to close, negotiate, handle objections, and then have a frustrated follow-up when the buyer suddenly stops responding. This is where the disconnect happens, and we lose the potential buyer.
The point of sales is the connection between the seller and the...
Cold calling is a powerful marketing strategy that has been used by businesses for decades. While it may seem outdated in today's digital age, the effectiveness of cold calling is still undeniable. In fact, a study by Baylor University found that salespeople who used cold calling as part of their sales strategy had a success rate of 67%, compared to 42% for those who didn't use cold calling.
What makes cold calling so effective? For one, it allows you to directly reach out to potential customers who may not be actively searching for your product or service. This means you have the opportunity to introduce your brand and make a connection with someone who may have never heard of you before.
Another benefit of cold calling is that it allows you to gather valuable...
Personalized video messaging can be a game-changer when it comes to B2B sales. Sending a video message via LinkedIn or any other platform can help you stand out from the crowd of robots sending the same text messages. The personal video script is a system that can help you get potential buyers booked on your calendar or get referrals.
To get started with the personal video script, first, go to your list of potential buyers. Use a screencast to record not just yourself but also the screen that you are looking at. For example, if you want to get a strategist print as a client, go to their website and start a Screencast. Tell them what you know about their business and share how you can help them.
The aim is to get them booked on the calendar of your closers...
As an entrepreneur, you understand the importance of having a steady cash flow in order to keep your business running smoothly. However, it can be challenging to find ways to increase your income, especially in today's competitive market. But what if we told you that you could inject cash flow into your business in just 15 days?
For over 21 years, our proven method has been helping entrepreneurs just like you overcome the mindset obstacle that prevents you from asking for business. Instead of simply asking for more business, we encourage you to offer to help people. When you approach business this way, you'll be amazed at the results you can achieve.
In the next 10 minutes, we challenge you to jot down the names of past clients, network colleagues, close losts, and current...
Are you tired of losing deals due to customer indecision? Did you know that 60% of deals are lost for this reason? The good news is that there are solutions that can help you win those deals.
According to research, only 44% of lost deals are due to customers not wanting to change anything. The other 56% have committed to change but need help reducing their risk in making a decision. These customers face three major problems: lack of knowledge, fear of picking the wrong option, and lack of assurance in the results.
As a salesperson, it's your job to increase the customer's knowledge, confidence, and assurance. Show them that you are the expert in your field, reduce options to reduce confusion, and have quality control mechanisms in place.
Unlocking the Potential of Your Business and Taking Control of Your Time with Automation
Running a successful business requires a lot of time, energy, and effort. But, what if you could automate many of the day-to-day tasks that consume your time and free up more of your focus for the things that matter most? With the right systems in place, you can simplify, streamline, and systemize your business operations, allowing you to take control of your time and focus on what's important.
According to recent studies, up to 85% of business processes can be automated, and this can lead to significant benefits for your business. By following a simple three-step plan, you can unlock the full potential of your business and achieve greater success.
Step 1: Define who...
Are you struggling to bring in new customers and increase your revenue? Look no further than creating a marketing plan for your business. A well-executed marketing plan can make all the difference in attracting and retaining customers, but where do you start?
First, ask yourself whom you are serving and what their biggest problem is right now. Identifying your target audience and their pain points is essential in developing a plan to address those issues. Next, determine where your target audience spends their time and focus on those channels. Whether it's LinkedIn, Instagram, or conventions, finding the right platform to connect with your audience is critical.
Break down your target audience's biggest problem into three sub-problems and create content that...
Everybody wants to increase their win rates and close more deals. But how exactly can this be done?
Fortunately, there are a number of steps you can take to maximize your chances of success. To begin with, it is important to learn from each close loss that you encounter. Take some time to analyze what went wrong in the process, and then look for ways to improve the situation in the future. Additionally, make sure that your team has the right tools and resources available to them in order to increase their chance of success.
In addition, it is also a good idea to look closely at your value proposition and make sure that you are highlighting your unique strengths and offerings. Doing this ensures that potential customers remember you and your offerings, in turn making it...
The discovery call is comparable to a first date in terms of sales. It's a chance to discover more about your potential client and determine whether your offering and their needs are a good fit. Discovery calls should ideally last for about 30 minutes. This is just enough time to get to know one another and see whether there might be a good fit.
It's crucial to get ready in advance for your discovery call if you want to maximize it. This entails preparing a list of inquiries that will enable you to discover more about the requirements of your potential clients.
Discovery calls might be difficult as well. You have a finite amount of time to establish rapport, establish trust, ask the proper questions, and learn important information.
In this video, we’ll give you a...