A lot of work in the sales process focuses on handling objections. I'm going to make this simple for you and give you three steps that will help you handle just about any objection that you come across.
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I would like to talk to you about a proposal format that you can customize for whatever business you’re in. You can use this whether you’re in a products business, a service business, or a hybrid of both.
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A couple of weeks ago, we talked about traits of top performers and I mentioned that curiosity, creativity, persistence, and discipline were some of the key traits. The other things that I noticed about top performers is that they have confidence and they have energy. How does this manifest itself in front of a client?
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One thing that I've noticed recently is that sellers aren’t always good at learning how to pivot. During the qualification stage, we get thrown for a loop sometimes. A prospect or a buyer answers in a way that we weren't expecting, yet we need to stay on track and pivot with another question.
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Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be fixed. Here's what I learned.
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