Process & Method Archives

13 Bold Sales Tactics

Business development 0

Strategic selling is about engaging early at the most senior levels and some of these tips can help in that regard. If you're late to the dance, many of these ideas may spark ideas to execute before choosing to simply qualify-out.

How Customer-Centric Is Your Value Proposition?

Prospecting & Leads 0

Sales and marketing people have been bandying around terms like Value Propositions, Unique Selling Proposition, Unique Value Propositions for decades. But, unfortunately, they still mean different things to different people. And they have been misused for too long.

Are You Selling To The Decision Maker?

Business development 0

The focus of your efforts is about being the authority, being prepared and being professional the whole way through – not just pushing to meet with the ‘person behind’.

The Ten Laws of Strategic Selling

Methodology 0

Strategic Enterprise Selling is the process of engaging the most senior levels early, aligning with political and economic power, in addressing the most serious problems or opportunities. Then architecting solutions and setting an agenda.

Why You Need to Increase Your Average Deal Size

Negotiation & Closing 0

Increasing your average deal size is one meaningful way to increase your revenue, and it prevents you from needing to triple or quadruple the number of deals you need to reach your goals.

The History of Sales Methodology – Part 3 (1990s – 2010’s)

Methodology 0

Sales is one of the oldest professions in the world but where did it all start? Part 3 covers the 1990s – 2010's and the selling methodologies during this period included Relationship Selling, Solutions Selling and the Challenger sale..

Telephone Sales Techniques For Success (Part 3): 18 ‘On-The-Call’ Actions

Presenting & Objections 0

You’ve prepared extensively for the coming call. You’re in the right mindset, and you know everything possible about your client. Here’s 18 tips on what to do when you pick up the phone.

Why Do The Hottest Deals Go Cold?

Negotiation & Closing 0

Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.

The “So What” Card

Presenting & Objections 0

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,

Sales Scripting: Get A ‘Yes’ In 7 Easy Steps

Presenting & Objections 0

Sales scripting is basically the process of transcribing your sales call – from questions and jokes, through to stories and how you close the sale. A carefully crafted sales script allows you to take control of the sales process – and this means far less is left to chance.