💡 Sales success depends on what you do and how often you do it.
🔑 Differentiate yourself by focusing on effective discovery upfront.
🌟 Taking calculated risks with prospects can lead to greater rewards.
🗣️ Encourage prospects to talk more during the discovery conversation.
💬 Sales people who get prospects talking at length are more likely to close the sale.
🤐 Sales people should listen more and talk less to improve their closing rates.
🏢 Prospects do not care about the sales person's company, but rather if they can solve their challenges.
📢 Salespeople should avoid lengthy pitches and instead focus on understanding prospects' key objectives.
🗨️ When selling, it's important to engage prospects in conversations and understand their challenges.
🕵️ Digging into the key challenges that prospects are facing helps create value and present effective solutions.
❌ It is crucial to disqualify prospects who are not a fit upfront to focus on well-qualified prospects.
🔍 Understanding the upside for prospects is essential in the sales process.
💡 Focus on helping the customer understand the upside of working with you, rather than just telling them the ROI.
💰 Establish a budget later in the sales process, rather than discussing price upfront.
👥 Building value and understanding the customer's needs before discussing pricing leads to more effective sales outcomes and a better customer experience.
Understanding the prospect's buying process is essential for closing a sale.
Keep the presentation brief and focused on addressing the prospect's challenges.
Reengage the prospect every 60 seconds during the presentation.
🗣️ A presentation should be a dialogue, not a monologue, to keep the prospect engaged.
🔄 Feedback loops, such as asking questions, are effective in reengaging the prospect in the conversation.
🚫 Closing techniques are no longer effective, instead focus on strong upfront discovery and creating a solution that makes sense to the prospect.
📆 Clear and scheduled next steps are crucial in complex sales situations.
📅 Every interaction with a prospect should end with a clear and scheduled next step.
🔄 SW cubed N: Some prospects will close, some won't, so move on to the next.
🔢 Sales is about numbers and behaviors, so don't let one situation define your success.
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