Get to Yes by De-risking Indecision is all about finding a way to reduce the buyer's perceived risk and increase their certainty of outcome with the outcome being, closing more deals (i.e., Derisk the Deal)
What should you say or how should you respond when the client says, " Can we do Another Demo. " Find out on this #salesinfluence #podcast
The JOLT Effect, a new book by Matt Dixon and Ted McKenna, is reviewed on the Sales Influence podcast.
Context matters! There are 4 sales scenarios you should prepare for when making a presentation.
Use this Formula to Pitch Investors - SPIN: Situation - Problem - Implication and Need-Payoff. SPIN was developed by Neil Rackham and explained in his book SPIN Selling. #spinselling #neilrackham #investorpitch
What do you do when a prospect hesitates in moving forward with a sale or a deal? Answer: You ask this question, "It seems to be that something is holding you back from moving forward, may I ask what it is?" http://www.VictorAntonio.com #prospecting #prospects #salestips
This episode is sponsored by Bigtincan where I speak with sales consultant Amy Franko on how to sell to today's modern buyer and how to organize your spaghetti in business.