As sellers, we need to explore how a critical business issue flows through an organization. One person’s critical business issue can become the reason for someone else’s problem. This “pain” could be a problem, critical business issue, potential missed opportunity, or goal that anyone in the organization is trying to overcome.
Welcome to the world of column fodder – whether we are talking Mexican food or $1M software applications, if you aren’t first, then you have lot to live up to. In the world of Solution Selling®, we call this an Active Opportunity (they are already working with another vendor, but feel that they need to do their due diligence) – you may or may not realize it, but this is very likely the majority of the deals in your pipeline.
What is a prospect? For most salespeople, a prospect is someone that is currently looking for the kinds of products or services that their organization provides. With this definition in mind, many salespeople think of prospecting as hunting for people that are looking for them a relatively small number of hard-to-find opportunities. What would a salesperson’s life be like if we turned the typical definition of a prospect on its head? What if we defined a prospect as a person who is not actively looking for your products or services at the time that you call on them? The universe of potential prospects grows tremendously under this expanded definition.
we have found that common disease now infects a huge percent of the salespeople around the world.The disease is phone-a-phobia, the fear of picking up the telephone and encouraging a new prospect to start looking at your product or service. This disease cripples the careers of many salespeople. Phone-a-phobia not only affects salespeople’s ability to develop new sales opportunities, it also adversely influences how they interact with current prospects.
The most important reason that solution centric messaging initiatives fail is the reason! Nope, this isn’t a riddle, but unfortunately it is a mystery that few marketing organizations have been able to solve.Effective solution centric messaging needs to clearly answer four critical customer questions…
As economic uncertainty continues to rule the airwaves, most if not all companies are experiencing a challenging sales year. As if selling is not already difficult enough, the current low demand environment amplifies many of the typical selling challenges, including: