Process & Method

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.

The goal is to win business and do it with the least amount of time, effort and energy. The goal is NOT to provide lots of people with pricing and written solution plans.

Most sellers say they're handling objections correctly. If your objection response strategy is sound and you've practised it. Then you and your team should be able to handle 'standard' objections with ease in your everyday selling situations whenever they come up.

During your presentation dry-run, ask your colleagues to play the role of the customer. Every time you make a statement, particularly one which relates to your business or your solution, anyone in the room should be encouraged to hold up their ‘So What’ card,

Too many salespeople miss out on retention, referrals, re-pricing as delivery gets more expensive and taking care of more customer needs, because they’re not focused enough on delivering value once the sale is complete.

There are a multitude of ways to retain and grow existing customers and the same goes for securing new customers. Before you charge off into a frenzy of activity, it’s important to consider which of those is most likely to work best for you, your target market and the solution you sell.