KJB Sales Consulting LLC’s Post

In sales, the road to success rests on three pivotal steps: woo, win, and wow. Wooing is the initial phase, where sales professionals start their prospect development. It's about more than just making introductions; it's about showcasing value, probing for needs, and highlighting points of differentiation while carefully building rapport. The crux of wooing lies in nurturing relationships and laying the foundation for a robust partnership. Are you good at this? Upon successfully wooing prospective clients, the focus shifts to the stage of winning. Winning isn't merely securing the business; it's about fostering an environment where both parties are not just satisfied but genuinely enthused to start their collaboration. It's about aligning visions, addressing concerns, and crafting solutions that resonate deeply with the client's needs and wants. Are you good at this? Finally, the culmination of the sales process is when you arrive at wow. This phase transcends mere satisfaction; it's about executing with skill, delivering on promises, and exceeding expectations. It's the moment where sales professionals have the opportunity to cement their reputation, fostering an ongoing, mutually rewarding relationship that gives birth to raving fans. Are you good at this? Woo, win, and wow. Like so many things it’s so simple to write about, much more difficult to execute. I’ve been doing this a long time and derive infinite pleasure when I can help salespeople successfully go through these three stages. Please let me know if I can assist. #solopreneursandsales #salestraining #businessdevelopment

Hi, Sales Champion, What if I told you that the secret to closing bigger B2B deals lies not just in your product but in your mindset? 🤔 In my three decades of coaching sales teams, I've seen it time and again: the most successful dealmakers aren’t just selling a product; they’re selling a vision, a partnership, and a promise of value. When I co-founded Leon Potter Coaching, my mission was clear: to transform ambitious sales talent into extraordinary dealmakers. But how do we achieve this? It starts with the right mindset and a structured approach to finding and engaging the right customers with a compelling proposition that helps them overcome obstacles or grow their profits. Enter the Six-Step Dealmaker Method. This isn’t just a set of techniques; it’s a transformative customer engagement journey. It empowers sales professionals to: 1. Explore New Opportunities: Shift your perspective and uncover hidden potential in your market. 2. Engage Senior Decision-Makers: Build authentic relationships that go beyond the transaction. 3. Compose a smart solution: Construct a high-value solution that is unique and impactful. 4. Present Unique High-Value Solutions: Stand out by addressing the specific needs of your clients. 5. Negotiate Profit-Healthy Deals: Create win-win scenarios that foster long-term partnerships. 6. Grow: Cultivate a reputation that attracts clients to you by leveraging your wins & positioning The results? Stronger pipelines, fewer lost deals, and a reputation that speaks volumes. Remember, it’s not about having the cheapest or the best offering. It’s about embodying clarity of purpose, integrity-based engagement, and customer-first values. Are you ready to reignite your passion for new business and elevate your sales game? Let’s connect! Share your thoughts below: What’s the biggest challenge you face in closing deals? If you found this post insightful, I encourage you to repost it to inspire others in your network. Let's help you and your team write bigger deals in half the time. Leon #SalesSuccess #B2BDeals #CoachingTransformation

🌟 **The Most Important Thing in Sales: Building Relationships** 🌟 In the world of sales, where targets and quotas often dominate the conversation, it’s easy to lose sight of what truly drives success: **building relationships**. --- Why Relationships Matter Sales isn’t just about closing deals; it’s about creating connections. When you prioritize understanding and addressing the needs of your clients, you lay the foundation for long-term partnerships. Building strong relationships fosters trust and credibility, making customers more likely to return and recommend your services to others. --- Listening Over Pitching Effective salespeople know that listening is more powerful than pitching. By genuinely listening to your clients, you can uncover their true needs and pain points. This enables you to offer tailored solutions that resonate with them, rather than generic pitches that might not hit the mark. --- Adding Value Clients seek value beyond the product or service being sold. They want insights, expertise, and a partner who can help them achieve their goals. Focus on adding value in every interaction, whether it’s through sharing industry knowledge, providing exceptional customer service, or offering strategic advice. --- Consistency and Follow-Up Building relationships doesn’t happen overnight. Consistent and thoughtful follow-up is key. Stay engaged with your clients, check in regularly, and ensure they feel supported throughout their journey. This continuous engagement reinforces the relationship and demonstrates your commitment to their success. --- In the competitive landscape of sales, relationships are your strongest asset. By prioritizing genuine connections, listening to your clients, adding value, and maintaining consistent follow-up, you not only achieve your sales targets but also build a loyal customer base that stands the test of time. 🚀 #Sales #CustomerRelationships #Listening #AddingValue #SalesSuccess ---

𝗪𝗵𝘆 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗯𝘂𝗶𝗹𝗱𝗶𝗻𝗴 𝗶𝘀 𝗸𝗲𝘆 𝘁𝗼 𝗺𝗼𝗱𝗲𝗿𝗻 𝘀𝗮𝗹𝗲𝘀 𝘀𝘂𝗰𝗰𝗲𝗲𝘀𝘀! Why is relationship building still critical in sales? Tone Sarjanen of Kainos highlights the enduring importance of deep sales strategies that prioritize strong buyer-seller relationships. Understanding the buyer’s perspective and challenges is essential in crafting a sales approach that resonates. Top performers who embrace deep sales are nearly twice as likely to exceed their quotas! Leveraging tools like LinkedIn’s Sales Navigator can transform your sales results by cresting meaningful connections and delivering tailored insights right when your buyer needs them. Read more about the power of relationship building in our sales strategies in the article below! #𝗕𝟮𝗕 #𝗦𝗮𝗹𝗲𝘀 #𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 #𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝗕𝘂𝗶𝗹𝗱𝗶𝗻𝗴 #𝗗𝗲𝗲𝗽𝗦𝗮𝗹𝗲𝘀

Gaining credibility with customers isn’t something you can rush or fake, just as trust isn’t something you can achieve once and then be done with it. With every interaction and engagement, you have the opportunity to earn your customer’s trust and grow your credibility. But if not paid attention to and nurtured, there’s also a risk at each point that trust will be eroded. Let’s take a closer look at what it means to be trustworthy and credible and some specific ways you can enhance trust and credibility through your daily practice, whether you’re a salesperson or a sales manager leading your team. https://lnkd.in/epmyNU-H #salestips #Sales #customerexperience #trustbuilding #salesculture #salesleadership

Unlocking Sales Success: Beyond the pursuit of a simple "yes," there is an art to analyzing prospect responses. Explore the value within a "no" by reshaping success in the complex domain of sales. Shift your approach to securing a clear direction – a specific follow-up task and scheduled reconnection. This secures a win, affirming potential interest and establishing a path for future positive responses. Avoid holding onto unproductive leads; establish specific, result-oriented follow-up plans. With this change in perspective, redefine success in sales – every answer becomes a triumph. #SalesSuccess #ProspectingTips #SalesStrategy #SalesLeadership

The hard sell or “How to kill your enterprise sales career” Five reasons why you must avoid it. Hard selling is tempting as the year end approaches Discounts and offers, promises and lies Anything to get your number But it will cost you more Here’s why… 1. Cognitive Dissonance People naturally resist when they feel pressured. It's a psychological response to maintain their autonomy. 2. Negative Emotion Hard selling triggers negative emotions, which leads to negative associations with your product, and you. 3. Lack of Trust Hard selling doesn't foster trust, It puts the sale before the relationship Without a relationship the sale breaks down. 4. Short-term Focus Hard selling is focused on immediate results, Not building and maintaining long-term relationships. Enterprise selling is all about the long term and your network. 5. Lack of Understanding It doesn't foster understanding of the customer's needs, goals or pains. So why should they give you their precious time and knowledge… Zig Ziglar said, "People don't buy for logical reasons. They buy for emotional reasons." The hard sell walks all over this Don’t push harder, understand deeper. Dive further into needs, pain points, their goals. The more you understand, the less you need to push. Jill Konrath emphasises, "Your biggest competitor is the status quo. Your prospects are Comfortable sticking with what they have, rather than making a change." Brow beating them will only cause them to double down And defend what they have and what they know. The myth of the hard sell? Busted. It's time to change the game. Don't push harder. Understand deeper. Sales come from value Created through a relationship Built on mutual understanding and care Born from a conversation between professionals. Follow for daily sales coaching ————————————— House of Sales Learn.Sell.Grow. ————————————— P.S. My newsletter is out on Sunday at 10am A business story you read in 3 mins And think about all week See profile for link #salescareers #salesadvice #salescoaching #B2Bsales #HouseofSales

#TrueConsultingStory Sales Consultant: "We've noticed a problem with your sales approach." Client: "What seems to be the issue?" Sales Consultant: "Your team spends too much time talking and not enough time listening to the clients." Client: "How do we fix that?" Sales Consultant: "We recommend a 'Reverse Sales' approach. Instead of pitching, they'll listen, and instead of closing, they'll open up discussions." Client: "But won't that slow down the process?" Sales Consultant: "Yes, but it’s quality over quantity. Better to sell one thing well than ten things poorly." #ConsultativeSales #Sales #Consulting

My favourite B2B sales books Top 3 🏆 GAP Selling by Keenan The Transparency Sales by Todd Caponi Exactly What to Say by Phil M Jones Top Prospecting Books ☎️ Fanatical Prospecting by Jeb Blount Problem Prospecting?! by Richard Smith, Mark Ackers, and Stuart Taylor Top Discovery Book ❓ The Secrets of Question Based Selling by Thomas Freese Top Mindset Book 🧠 The 5 Second Rule by Mel Robbins Top Leadership Book 👨🏫 The Transparent Sales Leader by Todd Caponi Other great sales books 🔥 Heels to Deals by ✊Heidi Solomon-Orlick (and many others) Snap Selling by Jill Konrath Sell The Way You Buy by David Priemer Never Split The Difference by Christopher Voss How To Win Friends and Influence People by Dale Carnegie Stress Less and Sell More by Jeff Riseley #sales

Customers buy from people they trust and like. Building Credibility is very important. How can you ensure that you gain credibility with your prospects. Simple.. Say what you do and Do what you say To begin with.. you will have to quickly inform the buyer whether there is a fit between what you offer and what their needs are. An early confession and exiting the game for this specific sales opporunity will put you in a good pedestal with the buyers. They will trust you because you have said no which no sales person will say. Of course, you should hang on even if you believe that you can offer something that will add value. Just being persistent and attempting to sell soething that does not fit will only lead to dis satisfication because the buyer will not be able to achieve their goals. You will have to be very knowledgeable with the customers industry and the problems they face. You can educated your customers and tell them what will suit them. They will begin respecting you because you are making their life very easier. You can also use client testimonials to your advantage . These testimonials not only showcase the success stories and positive experiences of previous clients but also serve as tangible proof of how they benefitted. However, credibility alone is not enough; trust forms the backbone of enduring relationships. Our approach encourages sales teams to go beyond the transactional aspect and focus on building genuine rapport. Active listening, personalization, and establishing rapport form the core of this strategy. By understanding and addressing client needs, our teams position themselves as trusted advisors rather than mere salespeople. Becoming a trusted advisor involves being attentive, responsive, and committed to the success of our clients. It's about cultivating relationships that extend beyond a single transaction, laying the groundwork for long-term partnerships built on mutual trust and respect. To conclude, demonstrating credibility and trust is an ongoing commitment to authenticity, reliability, and client-centricity. By leveraging client testimonials, case studies, partnerships, and fostering genuine rapport, we cement our position as trusted partners in our clients' success stories. Join us on this journey of mastering sales, where credibility and trust form the pillars of enduring success. Visit www.scovelo.com for a wide range of training solutions for your team. #TrustBuilding #CredibilityMatters #CustomerTrust