Process & Method

Once you have your general mindset under control, it’s time to look at how you prepare your week. Be organised, be clear on your structure, focus areas and priorities.

Some salespeople when they feel they are not going to get the sale can get into the habit of offering discounts. When you are sold on the value, you won’t be discounting.

A sales master will know that questions, when they are meaningful, relevant, open, intelligent, astute, are the foundation to knowing your customer.

Closing the sale is a make-or-break moment for every salesperson. It’s the culmination of weeks or months of blood, sweat and tears and determines whether all that effort was really worthwhile or not.

If we want to elevate how we influence and sell, to engage at the CEO or the CXO level in an organisation, then we need to talk the language of leadership and it occurs at two levels: Discuss how you can deliver outcomes and manage their risks. Talk about the numbers and the business case, plus how success will be measured.

No business should rest on its laurels, there is always room for improvement. Real leaders are not afraid to admit they don't know something and that they can always learn something new.

So much sales and marketing energy is wasted on people and mediums that are never going to provide a return for your time, effort and energy.

Mastering video conferencing opens up all sorts of opportunities. It puts us ahead of those that only use the telephone. ‘Seeing’ a client makes it easier to build rapport, engage eye-to-eye, ‘showcase’ our wares and gauge reactions.

What tactics for leveraging LinkedIn Sales Navigator do you need to know? Blended prospecting techniques are nothing new but codification of these combinations in the context of the Sales Navigator platform is required.

Only managing the volume of a salesperson's pipeline is not always the best approach. If we have too strong a focus on driving these volume numbers, we risk sellers, either consciously or unconsciously, loading the number of deals to meet those metrics whether they be real deals or not, or whether they have the time to develop those deals or not.