Indecision occurs at moderate to high levels on 87 percent of sales calls.Read More
Strategic Discipline Blog
Buyer’s indecision is fear of not receiving the benefits expected from purchasing. Leaders don’t get fired for omission as often as for commission mistakes. Removing buyer indecision includes taking risk off the table.Read More
A challenging customer asks for more information. There’s a new competitor, a new benefit, or new technology to research before he/she makes their decision.Read More
Buyers have a lot of choices today. More choices don’t necessarily yield better outcomes or more satisfaction. In the Jolt Effect, the authors cite The Paradox of Choice: Why More Is Less, psychologist Barry Schwartz's research revealing the problems with too many options.Read More
Last blog, Buyer Indecision - Why Your Sales Closing Ratio is Declining, we shared why your sales conversions are declining caused not by “customer’s status quo,” but instead by Buyer Indecision.Read More
Winners are more than twice as likely to create the perception that the overall value they offer is superior. When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.
Connecting. In our monthly sales training with one of my clients we’ve established that building rapport, respect, trust and the relationship is the most important part of the sales process. The RAINGroup.com’s study What Sales Winners Do Differently includes tips and research that diminish this aspect of selling in today’s environment.
Have you heard the news? Consultative Selling is Dead. This from an Inc Article, Why Consultative Doesn't Work. Not alone, Harvard Business Review issued an article in as much agreeing with this End of Solution Sales.
I promised to provide nineteen questions your sales people should be asking to qualify prospects. These questions are provided to me through our Gazelles partnership association with Objective Management Group. When I first started selling I recall being excited anytime I got someone who wanted to speak to me about my service. Radio sales was a tough business to start a sales career, and someone who would actually speak to you generated a lot of enthusiasm. As time evolved I recognized that my time was as valuable as my prospects and I learned that if I spent time with someone who wasn’t qualified it meant I had less time to invest in a good prospect. I can recall having a great debate with another coach, who was my mentor, over the value of qualifying for price. In his opinion you shouldn’t qualify for price at the outset because the prospect wouldn’t be able to appreciate the value our service provides until after we discovered their frustration. My view wasn’t it didn’t do any good to explain value if the prospect didn’t have enough money to pay for our services.