When trying to get a client to switch to your product (or service), you have to understand the resistance to change...in order to get them to change.
Here's a simple META framework that highlights the Top 5 things you need to address to acquire a client from your competitor:
M.oney (cost of switching)
E.ffort (required to switch)
T.ime (investment and delays due to switching)
A.doption and/or A.cceptance (will people/employees/team members use it)
And lastly, but MOST important is ER = Emotional Risk. Your internal champion or influencer is worried about what will happen to them/their career if the switchover fails.
In your presentations or demos, you need to address and assuage all 5 of these concerns in order to get them to switch.
On this week in sales we’ll be looking at:
And much more!
I Almost Got FIRED- Years ago I was nominated to be Vice President of all of Latin America for a Telecom company. I moved my family to Argentina where I would run the territory.
After 3 months in the region, my boss, President of the division called me up to his office in Minnesota for a debriefing of how it was going. The conversation we had that day transformed me from a price seller to a value seller.
That was the day I almost got fired…this is my story.
Why create an upselling roadmap? If you want to sell more to existing clients, this is it.
Decision Fatigue - How to Sell More on Follow-ups
On this week in Sales, Will Barron and I discuss:
Seismic surpasses $200m in annual revenue
B2B Firms Can Price with Confidence
5 strategies can help B2B firms manage price increases
Lilt Launches Next-Generation Multilingual Asset
Here's a new thought on how to use impulse buys to sell more.
How can you create a frictionless experience for your customers or clients and sell more? Find out on this sales influence podcast. #frictionlessexperience
On this week in sales Will Barron and I be looking at:
Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process.
To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video).
So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process.
This is my story...
#saleskiller #salesplaybook #salestraining #behindthewheel
The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find out how.
Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.
Here's the best inbound lead question you can ask a prospect and what buying signals to look for on this sales influence podcast.
With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo! Here's why!
This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.
When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you. #salestip #customerjourney
What are customers looking for in a discussion? For you to control the conversation and guide them in order to help them make a buying decision.
Learn to listen when a client or prospect disagrees. Sometimes they're being agreeable but really disagreeing. This may also be a reason you get ghosted.
Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.
If you've ever been ghosted (stopped returning your calls or emails) by a client or prospect, listen up.
In selling, it's all about getting Better, Faster, Stronger. Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.
Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.
Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.
On this week in sales we’ll be looking at: