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.
When I first started in sales, the very first thing I was told to learn and develop was to have a “tough skin.” In our industry, rejections are rampant and inevitable--and not to be taken personally.
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.
In this always-on world, clients are more involved than ever. They can find what they’re looking for via a quick search query, through marketing materials, or a referral from a friend. Regardless, they know what their problem is or are looking to better their situation, and they know how to look for the solution.
Those who started in sales are well familiar with what an “elevator pitch” is. If you happen to wait and ride an elevator car with a CEO, you got less than 30 seconds to sell yourself and your business to convince them to meet with you. It’s a popular concept then, and it still is now; however, it has significantly evolved as time passed.
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.