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Sale Process (Stages 3 & 4: Present & Propose (PROPOSAL (Pricing…

- - - - “I don’t have the budget.”
        “I am not 100% convinced the product is worth
        the expense. Convince me.”
      - “The product isn’t right for us.”
        “I don’t understand how your product helps solve
        my problem. Help me understand.”
      - “I need to talk to my manager.”
        “I need your help preparing a case to my manager.”
      - “We’re too busy to consider this now.”
        “I need this process to be simpler or for your offer to
        be more attractive.”
      - “We’re already using with one of your competitors.”
        “We have a need for a product like yours, but we aren’t
        convinced yours is better than what we already have.”
    - - Listen: Knowing your customer’s point of view is always crucial to moving forward with a successful relationship. Don’t switch to defensive mode when you hear an objection. Open your ears instead.
      - Encourage Further Dialogue: The more your leads tell you about their objection, the more likely you are to find the underlying pain point. Ask follow up questions for clarification. Let your lead know that you’re interested in their concerns and want to make sure you understand them.
      - Stay True to Yourself: Resist the temptation to accommodate your lead’s needs by dropping prices right away. It’s not good for you - or your potential customer - to strike a deal that undervalues your company or to paper over customers’ concerns.
    - - Determine Cost vs. Value: Don’t get stuck trading numbers with your lead. Move the conversation back to the question of value. If your customer is thinking of the value your company offers them, and your bright future together, they are less likely to fixate on price.
      - Stay on Track: Don’t lose focus. Offer a response to your customer’s objection that addresses those specific concerns. Don’t repeat yourself or offer unrelated information about your company. You don’t want to wear the customer out or lose their attention.
      - Give Them the Facts: Offer more than promises to customer objections. Back up your follow-up pitchwith concrete proof: testimonials, product information, performance data, sales figures and ratings, etc.
      - Ask for a Response: Did your response to the objection satisfy the customer? Make sure to ask this question –this way, you’ll be able to continue the dialogue if the answer is no.
  - - - Follow-up call with prospect after presentation
      - Identify remaining concerns
      - Demonstrate value above other solution(s) they’re considering
- - - - To really understand what your customers are after, and whether that’s your company, you need to reverse the typical sales pitch structure. Don’t just explain what your company can do for them. Have real conversations, rather than just giving presentations and pitches. Put yourself in their shoes.
      - Collaborate with your leads: ask them questions, evaluate their responses, stay up to date on the latest news about their companies. Listening to your customers more than you talk allows you to offer them solutions to their needs, rather than just products.
      - THE FIRST QUESTION WE ASK WITH EACH OPPORTUNITY IS, ‘WHAT IS THE CLIENT OUTCOME?
    - - Assign roles based on each team member’s strengths, and carefully plan the timing of these roles in the process.
      - Not only will your customers receive expert care throughout the customer journey with your company, a team selling approach also allows you collect in-depth knowledge about your leads. Learn about the obstacles they face to figure out if your company is right for them, and whether they think so, too.
      - High-performing sales reps are up to 10 times more likely to use collaborative language such as we and us
    - - Once you’ve made contact with a lead and are allocating roles for the rest of the sales process, it’s important not to lose sight of your customerfocused approach. Again, turn around the typical pitch concept. Think about what you can offer customers vs. what solutions they seek. Start with their idea of the perfect view at the mountaintop and work from there. Team members can come from outside your sales department, including engineering, customer service, marketing, or logistics.
  - - - Collect recent customer referrals
      - Attend trade show or networking event
      - Gather recent leads from content offers on your website
      - Search social media for companies/executives in target industry
  - - - Assess needs and pain points
      - Assess potential size of account
      - Identify decision-makers