Posts in Podcast
Negotiating Price, Don't Negotiate Price

“Everything is negotiable. Whether or not the negotiation is easy is another thing.”

Who among you has never had the experience of getting involved in lengthy negotiations over rates?

Regardless of how reasonable or competitive you believe your pricing is, you'll likely run into at least some customers who want a better deal. It can be tempting to play hardball, or in some cases, walk away—but if you can negotiate a win-win solution, you'll have the chance to preserve not only your own interests, but possibly build a long-lasting customer relationship as well.

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PodcastListon Witherill
Sales Account Planning For Complex Sales

Account plans are one of the most important tools a salesperson has. They bring together critical information about your customer, your competitors and your sales strategy to nurture existing business in a simple document to ensure each customer is set up for success. In this episode of Modern Sales, you’ll learn how to build a sales account plan and the questions to ask in order to build it.

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Creating Winning Sales Proposals and Sales Presentations

Any successful deal needs a sales proposal whether you like it or not. A sales proposal can either make you lose or win a deal. It can help you gain a new client or establish long-term relationships with prospective clients. Keep in mind: a sales proposal lets you pitch a product or service to land new or repeat business – an ideal way of closing deals.

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Value Based Selling Done Right

The focus of your services can have many variations. It may vary from client to client or from project to project. So, it is important for you to know what your focus is and what value you can provide to your potential clients. It is important so that you can clearly explain it to them.

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Establishing Goals With Your Client

As a consultant, it’s important to set well-defined and measurable goals for your clients. By uncovering your client’s pain points and vision you have something powerful to tie their goals to later. In our industry, there are only a handful of goals that most companies will target and we explain each of them to the client and then give them the opportunity to decide what will make the project successful.

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Finding the Pain, and How Deep It Is

Every single product or service has been designed with the concept of fulfilling a particular need. Yet, why is that only a few are an instant hit among people and the rest pass by unnoticed? Many attribute the success of a product to reasons like cost, marketing, and many more. But, the real reason behind every product’s triumph is its ability to solve its customer’s pain points. So, what are pain points?

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The Sales Process You Need to Win Big Clients

Don’t waste your time knocking on doors that won’t open. Selling any type of product or service can be a fine line to walk--you have to find that perfect balance between being persuasive but not arrogant or annoying. A sales process that complements your business, sales representatives, customers, and products or services will allow you to boost conversions, close more deals, and ensure all of your reps are providing customers with positive and consistent experiences — no matter who they're talking to.

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Price Anchoring How It Takes the Pain Out of High Prices

You find yourself in the market for a new car. You go to a nearby car lot and find a vehicle you would love to own, but the price is firmly outside of your range. Up walks an observant salesman, and after a bit of back and forth, he tells you he can beat 25% off that sticker price. It’s still more than you wanted to spend, but at 30% off, this deal is too good to pass up, right?

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PodcastListon Witherill
Order Takers in Sales, and How to Not Be One

Consultants fix problems and identify opportunities for their clients. That’s how you apply your expertise.

The inverse of that would be to just do whatever your client wants. There’s two issues with this: you’re abdicating your role and responsibility as a consultant; and your client isn’t the expert, you are, and therefore they not know best.

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PodcastListon Witherill