Breaking Down Your Stroke

Breaking Down Your Stroke

Breaking Down Your Stroke This tip focuses on using a diagnostic probe, which is the first step in the Need Diagnostic. If you’re not familiar with this resource, I encourage you to download it from the Toolbox as a reference, or review this tip which provides examples of how to use an Open Diagnostic Probe. The rule: If there is no need, do not proceed … Read more

The Open Diagnostic Probe in the Perfect Discovery Call

The Open Diagnostic Probe in the Perfect Discovery Call

The Open Diagnostic Probe in the Perfect Discovery Call The open diagnostic probe serves as an alternative to a premature presentation. Presenting too early directs the conversation to the seller’s solution and almost always leads to a premature disqualification by the buyer. A generic presentation convinces the buyer that seller’s solution is not a fit for their unique, specific needs. Instead, asking the buyer to … Read more

The Role of Whitepapers in the Sales Process

The Role of Whitepapers in the Sales Process

The Role of Whitepapers in the Sales Process Marketing campaigns often revolved around some type of lead magnet like a downloadable whitepaper. A marketing department will create a whitepaper with the goal of showcasing a solution and use it to generate leads. But a solution does not necessarily create a market or lead to sales. The end result is the marketing department feels they have … Read more

A Holiday Reminder of the Mutual Agenda

A Holiday Reminder of the Mutual Agenda

A Holiday Reminder of the Mutual Agenda I was wrapping gifts for the holidays and received a large box with several gifts from one store for my wife. As I wrapped them, I said, “Boy I really need some gift boxes. These are hard to wrap without gift boxes.”  As I reached for the last gift, it was not a gift, but a bunch of … Read more

Ten Reasons Software Sales Negotiations Are Unique

Ten Reasons Software Sales Negotiations Are Unique

Ten Reasons Software Sales Negotiations Are Unique In order to succeed in software sales, a salesperson needs to recognize what makes selling software different from selling other products. So what specifically makes software sales negotiations unique? #10: In the software vertical, list price is a joke, just like in the furniture industry or health care. #9: Software buyers are more likely to be formally trained … Read more

Self Depreciation Over Social Rapport

Self Depreciation Over Social Rapport

Self Depreciation Over Social Rapport We naturally use social rapport to establish a connection with people we meet. At a wedding, we might ask a stranger how they know the bride and groom. We might talk to a stranger about the weather. As a salesperson, you are more social than most people and have been trained that rapport is needed to build trust, which you … Read more

Revealing Cost: Questions to ask a financial decision maker

Revealing Cost: Questions to Ask a Financial Decision Maker

Revealing Cost: Questions to Ask a Financial Decision Maker When you have an opportunity to work with a prospect to build a business case, it’s important to involve the financial decision maker to co-build the business case. This is imperative to success because we have to let them do the math on the cost/benefit analysis. If they do not do the math, they don’t believe … Read more

4 negotiating tips to handle an impromptu sales conversation

4 Negotiating Tips to Handle an Impromptu Sales Conversation

4 Negotiating Tips to Handle an Impromptu Sales Conversation When faced with an unplanned negotiating moment, an unsophisticated negotiator will choose a position and cling to it. A strong negotiator, on the other hand, will have several alternative approaches in mind, and will share these options with the buyer without arguing or offending. Becoming a great negotiator requires practice to develop good habits, and it’s … Read more

Why reviewing sales call recordings is essential

Why Reviewing Sales Call Recordings is Essential

Why Reviewing Sales Call Recordings is Essential I’ve said it before and I’ll say it again: reviewing your game film is essential to improving your performance as a salesperson. Why you might be asking? I was on the call, I know what happened. I would challenge you to listen to a sales call and then go back and read the call summary you wrote after … Read more

Sales: A Scientific Method

Sales: A Scientific Method

Sales: A Scientific Method Most people would argue that sales is an art, not a science. I don’t disagree, but I do believe you can apply the scientific method to the sales process. For those of you who’ve been out of school for a while, here’s a refresher on the steps: Ask a question Do background research Construct a hypothesis Test with an experiment Analyze … Read more