Nick Cegelski’s Post

If you don't understand framing...you are leaving money on the table. Here is the framing that many salespeople do today: Meet the prospect, use discovery questions to uncover the competitors in the deal, & work to convince the buyer that the areas you are superior should be the focus of the evaluation. Here is next level framing: Use buying signals to get to the prospect FIRST, research the company to understand their business, ask questions to uncover an opportunity to alleviate their pain, & frame your conversations (especially the demo) to keep them focused on the piece that will move their business forward (instead of the 99 other pieces that will distract from that most important piece). However you use framing, speed to the conversation is paramount...once they have seen the whole picture, your trying to lowlight & highlight pieces of the picture may be seen as deception. What advice would you give to salespeople trying to understand framing?

Jim Gilkey - Thank you for starting the important discussion on framing as most teams simply react to #intentdata vs. using it as a springboard. #Intent should be used for account identification and not something that you should be framing a conversation around. As Jim mentions in his post, you use buying signals to get to the prospect first and then research the company to understand their business. You need to understand the "why" behind the intent You have to understand why these specific people at these specific companies at this specific time will care. With the right account insights and intelligence, #GTM teams can frame the right digital, social, email, and live conversations on what will move your named accounts' businesses forward. You'll reframe their thoughts for their business, their current approach, and the way forward. Too many GTM teams lack the account insights that will make them relevant to their target accounts and then they wonder why their #ABM programs fail to move accounts to revenue. They wonder why accounts go dark after initially engaging with Demandbase and Terminus campaigns. It's not the tech -- it's the account experience that the team is delivering. DM me to learn more about the account intelligence that your GTM teams need -- or you can book a free ABM strategy session at: https://lnkd.in/gwjYwq97

Explore how digging deep into your customers' thought process can change the course of your business dealings. This clip delves into the strategy of guiding prospects through what transformations their desired solution might require, thus potentially revealing gaps and facilitating fruitful discussions. A must-watch for salespeople and strategists!

Understand your business's true value. Learn about strategic buyers and why they matter in selling your business. Join our free webinar to know the key factor that influences your business's selling price.

The best business people are those who are able to make their audience desire what they are selling before selling it to them. Luckily, I'll be introducing this in the next week topic, "Introduction To The Value Ladder" Make sure you don't miss it.

If you’re struggling to get more clients, ask yourself: Are you solving the right problem? 🧐 Sometimes, we get so focused on selling our services that we forget to connect it back to the specific pain points our clients are facing. Want to attract more clients? Refine your messaging so it directly speaks to your audience’s challenges and goals. Instead of saying what you do, focus on how you can help them achieve a result they care about.

Let me ask you this - do you have a clear understanding of what you want to achieve with your business? What problem are you solving? Who are your target customers? If you can't answer these questions confidently, then it's time to sit down and start drafting up a plan. I’ve spoken with plenty of founders that organically got things going by really… flying by the seat of their pants, and just trying to figure things out as they go along without taking a moment to reflect, research and plan ahead. It truly makes such a difference when a founder has researched the market, competition, and target audience to understand the industry and unique selling proposition. Especially those that take the time to establish financial projections, creating a budget and expectations can set a baseline to give you some level of understanding and assurance to understand 2 things: 1) how long you expect to be in the valley of death and 2) how many sales do you need in order to become profitable? When you take the time to plan, it can really help be the roadmap. Because when you experience the ‘oops’ or ‘is this really going to work?’ moments, having that can be such an assurance to keep going. 

Not sure if this is the right time for you to sell? Start by asking these three questions: ✅ What is my motivation for selling? Before entertaining any offers, it's important to understand why you want to sell. Whether pursuing new opportunities, retiring, or addressing financial challenges, clarifying your motives can guide your decision-making process. #AllegianceCapital ✅ Is my business ready for sale? Evaluate its financial health, operational efficiency, and market position to assess its readiness for sale. Address weaknesses or areas for improvement before you list your business for sale to make it more attractive to buyers. ✅ What are my goals and priorities post-sale? Your desired outcomes and objectives beyond the sale of your business should be factored into negotiations.

Ideally every deal should have the “tri-effect”.. 1) Pain 2) Gain 3) Compelling Event This is what gets buyers moving towards "Change" and now that you know this you also know what to look for or what’s missing in your deals. Example: Buyer tells you what outcomes they’re trying to accomplish (Gain) What’s missing? 1) Pain = The problem to be solved that will help them reach their goals + Why can’t they get there today (without you)? 3) Compelling event = By when? and why? The beauty of this is, it gives you the direction and improves your odds of a deal (assuming all 3 are present) Always be on the lookout for the Tri-effect! Note: What'd would you say is your biggest problem in scaling your business or keeping it running, that's if you're facing a problem with managing it? Let me know and I'll help you solve that. ;)

SANDLER RULE 48 Prospects need your products and solutions, not education. Providing too much information before closing can create confusion and delay decisions. Focus on your prospect’s wants, motivations, and decision process to secure their buying decision and accelerate revenue generation. Discover all 52 Sandler Rules from "How to Sell to the Modern Buyer." Get your free chapter here: https://hubs.la/Q02s4hy70 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer