Is the stream of interested contacts flowing through your sales pipeline producing the close ratio you’d expect? Have you ever wondered at what step in the sales process you can relax and start counting on a close? Are you looking for a way to make your lead vetting more efficient and reliable? Developing a steady…
Nothing is worse than being talked at by a pushy, brazen salesperson, who — moments after meeting you — begins force-feeding information on how great his product is, presuming why you need it, and how he has a limited time offer — but only if you buy today. Immediately, you’re put on the defensive and…
You’ve successfully used BANT to qualify your lead but have you looked between the lines? Sometimes, your lead may have shown plenty of interest, but is there intent to move forward? Let’s face it, many of us in the sales industry are self-confident, ambitious, and at times, we can look at a potential opportunity with rose-colored…
The intricate budget dance between purchaser and vendor goes ‘round and ‘round, with a fine line between “driving a hard bargain” and “giving your services away for free”. Thankfully, there are creative ways to open up a more effective dialog in which everyone feels valued and respected, striking the delicate pricing balance between purchaser needs…
The hardest element to verify before truly considering your lead qualified is the budget. We’ve gone over the four basic principles of a qualified lead before. To recap, your lead is not qualified unless you can provide sound details on these four criteria: Budget – does your prospect have enough in their budget to pay for your goods or…
Friends don’t let friends qualify deals alone. Use the Buddy System and BANT for deal qualification. You’ve heard these things plenty of times – Get another set of eyes to review your presentation before you send it Have a teammate review your paper to make sure there are no errors Have somebody look over your…
Digital tools are essential in helping companies win in business. Initial face-to-face meetings without doing homework online has become the exception rather than the rule. Social selling is no longer just a buzzword — it’s become a formidable weapon in any successful sales process. The secret in getting the most utility for social selling is…
