When the prospect starts collaborating with you to help them figure out how to fix their business troubles, expect the next stage of the journey to be a little tricky—the “challenge” stage.
Are you currently working on your closing skills? This is the moment you've worked so hard for, it's only apt that you develop an effective strategy or style for closing deals.
When it comes to sales proposals, one of the most critical segments you should prepare for is the budget talk. Make it a goal to ask questions that will lead to the much-awaited financial conversation. And when the opportunity comes, frame the subject in a way that will make the client open up how much they believe they will profit, not how much they have to spend.
After the prospect evaluates the options they have, they start to weigh in and compare the best solutions they have. This third stage in the buyer’s journey is called the collaboration phase.
As previously mentioned in one of my blog posts, the buyer's journey has five stages: awareness, seeking a solution, collaboration, decision, and experience. Customers go through these phases when looking for a particular product or service.
How many cold calls have you done in the past week? If your tally is getting lower, it’s time to sit down and start making calls.
Doing cold calls can be daunting at first. Apart from the fear of stumbling over your words, there’s that fear of rejection that sits on the back of your head. Well, let me ask you something: have you ever answered a call and started yelling or swearing before the person on the other line even got to speak? I highly doubt it.
Cold calling doesn’t have to be so complicated. Pick up the phone, dial the number, and start the conversation!
Why are you calling someone and only talking about yourself and your product and service? Look at the cold call as an opportunity to start the relationship. Find out about the other person and let the natural segue flow into what you offer and how it may answer their needs.