All sales leaders know their sales team’s success depends largely on the ability to converse in a compelling way with customers. Whether their team sells over the telephone, through web collaboration, or face-to-face, effective sales conversations are fundamental to achievement of sales results. In our book, The Collaborative Sale, Keith Eades and I described the […]
Imagine that you’re about to conduct a meeting with a prospect where you’re expecting a diagnostic sales conversation. The goal is for the prospect to envision how you can help them and that you can provide value in a unique way from that of competing alternatives. There are 6 quick steps that you can take, […]
We have been working with a very large distribution company in Canada – about a billion dollars in sales, around 200 sellers, and part of a US company that is ten times bigger. Their biggest issue was on the “street business” side – they were being commoditized. Their point of entry was in procurement and […]
This brief assessment will help you in identifying potential barriers and obstacles to a collaborative sales approach. It will help to provide insight on whether or not a sales team possesses the essential competencies required for aligning with the demands of today’s empowered buyer and successfully executing a collaborative sale.
We’ve discussed how to gain a prospect’s attention early in a meeting. Now, we would like to dig a little deeper with some examples of how you might engage them in the first five minutes of a first meeting. Be Unique Share a unique meeting objective. Position yourself and your company by sharing compelling facts. […]
So, you’re about to conduct a first meeting with a prospect. What’s the prospect really thinking, early on? What’s critical for them to answer, that you need to address in the first five minutes of the meeting? There are many thoughts swimming around their heads. The first among those thoughts is if they even want […]
Parts of this post adapted from the Solution Selling Fieldbook (2005, McGraw-Hill, ISBN 978-0071456074) by Eades, Touchstone and Sullivan. Imagine for a moment that you have come down with the flu. You feel terrible. You go to your doctor to find some relief. What would you think if your doctor conducted only a cursory examination, […]
This guide is designed to help sellers engage in effective, insightful, and collaborative conversations with buyers who have already developed a clear vision of a potential solution for their problem(s) or for capitalizing on a potential opportunity.
This tool serves as a guide to help sellers engage in effective, insightful, and collaborative conversations with buyers who do not yet have a clear vision of a potential solution for their problem(s) or for capitalizing on a potential opportunity.
You’re about to engage in a sales conversation with a prospect, and they already have an existing solution or set of buying requirements in mind. Recall the principle here to keep in mind is to avoid misalignment with the prospect by dismissing their initial thoughts. Rather, you want to earn the right to share your […]