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Transform your sales pitch less: stop talking when you present a solution
As a sales leader, your primary goal is to help customers find solutions that meet their needs. However, one common mistake is providing too much information when presenting a solution. This can overwhelm the customer and hinder their decision-making process.
When a customer comes to you, they are looking to solve a specific problem or achieve certain priorities. It's crucial to focus on these aspects and align your solution accordingly. Here’s how to effectively present a solution without over…
More of...
In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.
When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?
Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…
Evaluation
As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.
Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.
Objectively evaluating performance can be tough – we want…
Don’t Let Up Until You Finish
You are almost there. It’s almost over.
Stay with the process and keep at it until you have crossed the finish line…and resist the temptation to lighten up as the end nears.
This is when others will give up…they will say ‘it’s close enough’…or that making goal is overrated…or some other disempowering belief that makes giving up seem reasonable. You might have done that in the past, too. But this is a new reality, and you are building a new set of skills that will serve you to consistently…
Bear Down
The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so.
That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.
That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period.
Notice your reac…
DISC – Compliance Style
I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.
Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…
DISC – Steadiness Style
I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.
Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…
DISC – Influencer Style
I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.
Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…
DISC – Dominant Style
If we have worked together in the past, then you know that I consider the behavioral preference model DISC as a core competence for sales professionals in every sales role: seller, sales support, manager, leader.
This month we are going to focus on the four DISC styles in their most classic embodiment: To identify them by audio visual clues and to adapt to them so that you can create the experience THEY want… and to practice EMOTIONAL OBJECTIVITY and BEHAVIORAL FLEXIBILITY in the process.
Do…
Sell it or Schedule it: Your Operating System
To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.
The second level is to be able to train and coach the process with the sales team to improve results.
The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.
Let me explain by asking a few questions…
Let me explain by asking a few questions…
How are you using voice and bod…
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