- Free Webinar: The Missing Link to Winning More Sales
Date: Thursday, May 30, 2013
Time: 2 p.m. ET
Duration: 45 minutes
Mike Schultz, President, RAIN Group
Author, Rainmaking Conversations
Jill Konrath, Sales Strategist
Author, SNAP Selling & Selling to Big Companies
You’ve likely been taught that in order to win the sale, you need to listen to your prospects’ needs and present compelling, effective solutions. But there’s a problem—everyone else has been taught the same thing.
In today’s competitive sales landscape, you must take an additional step if you want to stand out from the crowd: you must collaborate.
If you treat your prospects as partners, and work closely with them to find the best solutions to their problems, your success rate will be much, much higher.
In this fast-paced and engaging session, RAIN Group President Mike Schultz and sales expert Jill Konrath will discuss why collaboration is so essential to your sales efforts and how you can use it to separate yourself from your competition.[click to continue...]
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- "Your Fees Are Too High": Steps to Handling Objections That Will Get You Closer to the Sale
If you really do put a small value upon yourself, rest assured that the world will not raise your price. - Anonymous
How many of us, as professional service providers, have heard from prospects, "Your fees are too high," "Someone else will do it for less," or "I don't see why I have to pay all that money just to have you do an audit, write a brief, create a marketing plan, etc.?" And, more important, how many resist the urge to simply lower our fees to get the work?
The answer: all of us and few of us. The problem with lowering our fees for a particular piece of work is that we forever have established our value as that lower amount. As our anonymous friend said, if we ourselves put a low value on our work, certainly no one else is going to suggest our value is any higher.
Why do so many of us fall victim to these worst tendencies? To answer this, we first have to look at objections in general and how they fit into the selling process for professional services...[click to continue...]
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- Sales Call Planning: What to Know Before Every Sales Call
Eighty percent of success is showing up. - Woody Allen
Woody Allen’s advice is pretty sound for salespeople as well, assuming you show up prepared.
We acknowledge that sometimes you do just show up (or—hallelujah—a prospect calls you out of the blue) and you haven't done any preparation for the sales call. It's reasonable to suggest that, on occasion, sales calls are appropriately deemed 'exploratory discussions'; the kind of discussion in which we just talk and 'see where it goes.'
Take this approach in most business development situations, however, and you'll lose more than your share of sales that you should have won. Interestingly, whether you have a two-thousand- or two-million-dollar price point, to increase your odds of winning new clients, you still need to do the same basic planning and know the same essential information before your sales calls.
Here are six sales call planning questions you can answer for yourself before every sales call that will help prepare you for business development success...[click to continue...]
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- On Relationships, Solutions, and Challengers
Having spent two decades in the sales training and consulting world, I get asked all the time what I think about this or that sales approach or book. When I do, it tends to make for productive discussion and learning. Importantly, it helps people decide what’s right for them when it comes to selling.
Until now, I’ve never been asked about the same approach and book on a regular basis. That approach and book is The Challenger Sale by Brent Adamson and Matthew Dixon. And now that we’ve published RAIN Group’s major research study, What Sales Winners Do Differently, we’re getting asked even more often.
Since we get asked often—and since it’s getting a bit old copying and pasting the same emails to clients and colleagues—we thought we’d open up the discussion to everyone...[click to continue...]
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- New Sales Research: What Sales Winners Do Differently
After many months of significant effort, we launched What Sales Winners Do Differently this week. This report reveals data and insight from our in-depth sales research on what sellers do to win sales opportunities.
The results are both surprising and fascinating.
Where selling was just a few years ago, where it is today, and where it’s going: these are pretty hot, and hotly debated, topics.
Quite a few people, most notably the authors of The Challenger Sale, have declared the death of solution selling. You know an idea has gained mainstream credence when the Harvard Business Review publishes an article that takes a firm position on it. In this case, the article in the July-August 2012 issue was titled “The End of Solution Sales.”
No hedging in that title. Story over. The end.
We agree that sales is changing, but the question is how.
When we started this research, our goal was to find out what’s currently working in sales. Is solution selling really dead? If so, what should replace it? If not, since we know selling is changing, what do sellers need to do differently in order to find themselves in the winner’s circle more often?[click to continue...]
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