After setting a goal, for you to be an expert, you need to practice with focus. And in today's episode, I'm going to give you some ideas and ways for how you can practice alone, with a partner or with your team to improve your selling skills.Read More
“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.Read More
Objection is a sign that your prospect wants to work with you. How you address that objection can be the result between a successful sales process and one you’d rather forget. In this podcast episode, I’ll give you some tools to navigate objections effectively.Read More
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.Read More
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.Read More
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.Read More
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.Read More
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?Read More
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.Read More
Some things will help you build trust, others will help you lose it. These 9 things will put you on the fast track to losing client trust…so avoid them.Read More
Are you doing everything you can to gain trust with your clients during the sale? In this podcast episode, I’ll show you the three big ways you have to leverage to build and keep trust from the beginning.Read More
Outbound is a traditional way of marketing where it is the company that starts the conversation. Outbound leads also called as interruption lead generation’ is when you send messages directly to prospects. Print advertisements, telemarketing, televisions, and radio advertisement are few of the examples that fall under the outbound marketing.Read More
Want to close more deals? The best medicine isn’t closing tactics, it’s usually better investigation. I’ll tell you how to do it in this episode.Read More
There was a time when most businesses saw content as something that customers engaged with only during specific phases of the buyer’s journey.
Currently, more companies understand the critical role that high-value content plays at every stage of the buyer’s journey, and in particular, the selling process.Read More
Why would anyone want to use cold email? Because, when done well, it can work. Cold email is not a replacement for inbound methods but a supplement—a way to drive near-term growth while inbound campaigns gain traction.Read More
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?Read More
Fast-evolving AI and machine learning algorithms are helping sales and marketing teams engage elusive prospects more contextually than in days prior. They do this by accurately picking up on signs that indicate a shift in a prospect’s readiness to enter the buyer’s journey.Read More
With the rise of digital entrepreneurs came the need to have virtual teams. Finding remote employees and getting them on board is one part of the equation. Then comes the time to start managing them.Read More
We’ve all heard the saying “Don’t put all your eggs in one basket.” If you have more than one income stream, you still have a source or two if one of those streams dry up. If you get it right, diversification could be your biggest driver of growth and profitability.Read More
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.Read More