Objections are part of the process in Sales, and it’s important to see these roadblocks as merely a stepping stone to further discussion. Don’t become discouraged and give up. However, this isn’t a licence to be pestering or pushy; getting around sales roadblocks requires us to walk a fine line, but once we do there is a sale at the end of the road. Let’s take a look at some common sales roadblocks and what strategies can be implemented to find the detour. You’re Not Speaking
As we’ve said before, the days of badgering customers into buying your product or service are gone. Consumers are more informed and engaged in the buying process than they have ever been before. This has lead to the necessity of a more nuanced sales approach in every step of the sales process, including defining a lead and knowing when to make the approach. An important tool in this process is Lead Scoring, which is a system for evaluating the level of lead engagement and def
You have a great product, so you should be all set - right? Not quite. At this point you may know What you are selling, When you’re selling it, Where you’re selling it, but do you know to Whom? An integral component of any successful sales venture is identifying its ANUM and then targeting your sales accordingly. Authority - The first aspect of ANUM is Authority. Who is it that has the authority to make the purchase? If you’re not targeting your sales towards the people and/o
Moneyball is a baseball phenomenon – the story of Billy Beane taking the Oakland Athletics to the playoffs in 2002 and 2003 despite rebuild his small-market team on a limited budget. Instead of looking at traditional metrics such as stolen bases, runs batted in or batting average, Beane concentrated on interim statistics such as on-base percentages and slugging percentages....and along the way, forever changes the way the game is played. Now, let’s link this analogy to Sales.
As a small business owner you know that your customers are the key your business? Now, do you really understand what is motivating them to buy from you? This HBR webinar on The Elements of Value aims to look at the values that influence a consumer’s purchasing decisions, albeit on a larger scale. Here at Change Connect we’re going to take make it relevant for small-business and see how you can put this concept to work. First you need to understand what the Elements of Value