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Just finished Neil Rackham's "SPIN Selling," and it's a game-changer for large ticket sales! Here's the key takeaway: problems alone don't close deals. Sure, everyone has them. But getting a prospect to act on those problems – that's the magic sauce. The book dives deep into the psychology of these deals, and the power of asking the RIGHT questions. SPIN Selling equips you with a powerful probing strategy. Here's the shift: 1. Ditch the "Problem Pitch": Don't just focus on getting prospects to admit they have issues. 2. Unlock Hidden Needs: Use SPIN's questioning framework to delve deeper and expose the implications of those problems. How are these issues impacting their business? 3. Transform Needs into Action: By guiding this conversation, you help them develop implied needs into explicit ones, and instead of just acknowledging issues, they start talking about action. This creates a desire for a solution, paving the way for a compelling pitch where you position your product/service as the answer they crave. This is where buying signals emerge. A big thank you to Atindra Chandel for recommending "SPIN Selling"! This book has been a game-changer. Feeling much more equipped to navigate those sales conversations now. Highly recommend checking it out! #Sales #SPINselling #B2Bsales

Life is about making decisions and closing deals most of the time. And for a salesman, how you close deals differentiates whether you are an ordinary salesman or a sales sniper. It’s key that you should “Always Be Closing” thus ABC.

What Presales Book Would You Recommend? Just finished Chris White's book - great read! This is an essential resource for an SE. What would you recommend next? -------- 👋 I'm James - I post 2x per week about Presales 🔔 #Sales #presales #salesengineering

Need to ensure your #salesteam can effectively execute #salesstrategy and methodology in the field? Sales playbooks are the answer💡 Check out our handy guide on how to craft the perfect sales playbook from steps to templates you can follow👇 https://lnkd.in/g_4ei8dN #SalesStrategy #SalesTeams #RevenueEnablement

Sales Discovery Call Toolkit........FREE Down Load from our friends at RAIN Group Connect with buyers, uncover needs, and drive deals forward. According to buyers, sellers overwhelmingly do a poor job early in the buying process: 74% of buyers say sellers aren't effective at leading thorough needs discoveries 64% of buyers say sellers aren't effective at communicating value 74% of buyers say sellers aren't effective at listening Too many sellers approach buyer conversations with a preplanned pitch and assumptions about what buyers want or need. It takes listening and asking insightful questions to understand what buyers value and prioritize, and what will spur them to take action. Uncovering buyer needs is critical to driving opportunities—and it starts with an engaging sales discovery call. In this complimentary toolkit, you'll learn to lead thorough discovery calls that reveal buyer needs and get to the root of their issues. The toolkit includes: [Ebook] How to Run a Successful Sales Discovery Call: 11 steps for leading a thorough discovery call, including tips for how to prepare, questions to ask, how to appeal to emotional needs, and more. [Checklist] 10 Powerful Questions for Sales Meetings: A curated list of questions to prompt buyers to share their latent needs. [Video] The Key To Leading a Thorough Needs Discovery Meeting: Learn how to capture and maintain buyer attention during your sales discovery calls. You’ll learn: 11 steps to take before, during, and after a sales discovery call How to maintain buyer engagement and collaboration during calls Three types of questions to uncover buyer aspirations and afflictions How to dig deeper than surface-level needs This toolkit is the perfect starting point to lead effective discovery calls that put you in the best position to win the sale.

Transform Your Sales Game with 'Conversion 2.0' Fed up with outdated sales strategies that promise much but deliver little? Look no further! 'Conversion 2.0' is not just another sales book; It's a comprehensive field guide to mastering consultative selling, packed with real-world tactics and no-fluff advice. Our latest book "Conversion 2.0" is here to help. Discover the secrets to winning clients by building long-lasting relationships and providing value.. Grab your copy here 👉 https://lnkd.in/gfggCkh8 In this book, You'll find a step-by-step guide on the value of conversation & consultative way of selling, including a framework to practice in your sales journey. You'll learn ways to create winning proposals, handle objections, win over competition, and achieve the results you desire and deserve. This book is perfect for anyone looking to improve their sales competency in today's difficult market and become the best at it resulting boost in sales. Whether you're new to sales or a seasoned professional, "Conversion 2.0" is a must-read. grab your copy here 👉 https://lnkd.in/gfggCkh8 #b2bsales #consultativeselling #salesenablement #salessuccess #salestraining

If you follow textbook frameworks to a 't': You will fail in Enterprise Sales. Why? Because enterprise selling is not static. It's a complex and constantly evolving process. You can never know everything in advance… — What challenges the customer is going to present — What else is occupying their mind at that time — Or how collaborative they’re going to be with you So, you need to pivot and adapt constantly. Think of it like chess: 1) You make a move 2) See and listen to how the customer responds 3) And adjust your next move to bring value It's a game of feedback and pivots. So, sure... Read as much as you can. Learn the usual frameworks (MEDDICC, Challenger Sales, etc.) But don't be too rigid about them. Treat them as 'guides' - not as 'rules'. Because in sales (especially in Enterprise Sales)... The only rule is to always be empathetic about your customer. And always adapt to their unique needs.

Attn: Small Business Owners Are you struggling to increase your sales? Are you struggling to manage sales team? Not sure how to hire and train sales team? Welcome to '10X Sales System' - Transform Your Business with Proven Strategies Date: 04-5-2024 Time: 4:00 PM to 6:00 PM See the Agenda below on what we will cover in this training. What you will learn: This is NOT a regular webinar. This is live training on KEY CONCEPTS in selling. You will get templates and use them to understand 3 very important resources viz., Customer Avatar, Calling Scripts & 30 day Follow up Schedule. We look forward to helping you unlock the full potential of your business through the 10X Sales System. Don't miss out on this opportunity to transform your sales approach and achieve unprecedented growth. Enroll now and take the first step towards a brighter future for your business. You will get: (worth 4999 but absolutely Free) A Participant's work book after registration. This workbook has templates for Customer Avatar, Outbound Calling Script and 365 day followup schedule. 50 spots only. Reserve yours today! register here: https://www.rfr.bz/ll8vptl

Revamp your Sales Playbook with these 10 game-changing strategies! Crafted for success, these tips will supercharge your sales team. 🚀💼 https://buff.ly/3rwR3lb #SalesSuccess #SalesPlaybook"

Most Small Businesses Suck at Writing Sales Emails Let’s be real, most small businesses struggle with sales emails. They talk about the product but forget to address the customer’s pain points. Here’s why focusing on pain points works: » Grabs attention ↳ When you speak to their struggles, people feel heard. » Builds trust ↳They’ll know you understand their problems and can offer a solution. » Makes the product relatable ↳It shows them why they need what you’re offering. » Drives action ↳When they see how your product solves their problem, they’re more likely to buy. If you want sales, speak directly to your audience’s needs. It’s not about you, it’s about them. P.S - Anything else to add? Find this post valuable? Follow for more. PPS - I write more interesting content in my newsletter. Join in to get values every week in your inbox.