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Sales City Raleigh | Raleigh, NC | 919-390-0330
 

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Sales Process

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

 

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.

 

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World.

 

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

 

The best presentation that you’ll ever give is actually the one that the prospect never sees.

It is only natural that you would look forward to delivering that killer presentation you’ve been working on. You’ve spent hours on it. You’ve picked the perfect music for key slides. You’ve chosen magnificent pictures, included a couple of cool animations, and you have great transitions popping in and out. It looks awesome. But there is one big problem.

“Please just send me a better proposal, and when you do, give me your bottom line. I don’t have time to go back and forth. Just get me your best number.”

 

As salespeople are talking to buyers, there are moments when buyers say things that are ambiguous or even a little misleading. When that occurs, we often make assumptions about what we just heard. Your job is to ask strategic questions to clarify what you think you’re hearing. STROKE-REPEAT-REVERSE is a great questioning technique to eliminate mutual mystification.

Salespeople often believe that ABC (Always Be Closing) is the first rule of sales. Not so. Sales Professionals know that constantly asking for the order makes them a pushy salesperson. Instead, pros ask the right questions at the right time to guide the prospect in establishing the next steps in the sales process. Prospects will either move toward closing themselves … or disclose their hesitancy, issues, or where problems still lie.