Sales Process

I often hear from salespeople that they spend 5 - 20 hours a week preparing business proposals they are "hoping to get;" however, most of the time, their efforts are unsuccessful. 

Why are we compelled to provide proposals when our 'gut' tells us we are wasting our time? 

It's tempting to tell a prospect everything about your product or service. 

After all, why would they buy your product or service if they didn't know about the amazing features offered? 

As sales professionals, it’s our job to determine our prospective buyer’s pain. How? By asking the right questions at the right time and in the right way. When we do this, our closing ratios improve. When we don’t, those same ratios get worse. 

Here is my success code for high-performing salespeople: Examine your level of self-awareness. 

How large is the gap between where you think you are and where you are in terms of success? Be honest! 

Albert Einstein's definition of insanity was "doing the same thing over and over and expecting different results." 

That's also the meaning of our Sandler rule" Every unsuccessful prospecting call earns compound interest." 

Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. 

You may meet some great people and have some interesting conversations. Still, you will probably not build business relationships to deliver an ongoing stream of qualified referrals. 

Imagine you’re deep into the sales cycle, having engaged in what seemed like promising discussions with a prospect. You've crafted an impressive presentation, received positive feedback, and then, upon revealing the price, the prospect's enthusiasm vanishes. The deal goes cold. Why?

Salespeople often get frustrated when they recognize a need and feel they could provide a product or service to solve the problem. 

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy.