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.
"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel."
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.
I was at an event a couple of days ago, and afterwards, a member from the crowd asked me if I ever had a low point--the lowest of lows--in my life, and how I soldiered through it. To tell you the truth, I’ve had those points. Yes, I have this incredible company and an excellent team, but that wasn’t always the case for me.