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The Center for Sales Strategy Blog

Adapting to a Buyer-First Mentality

Adapting to a Buyer-First Mentality

Buyer-first mentality is simply defined as it’s a buyer’s world, and sellers are just living in it.

In the past, traditional sellers could easily come in and build a case because they were a superstar, had great product knowledge, and were able to support the buyer’s organization. In essence, they were selling what they could accomplish for the client without ever knowing anything about them.

Technically, those days are over now. Buyers expect you to know more about what their company is all about, what they do, and potentially what they’re trying to accomplish.

Topics: Needs Analysis sales process getting appointments

Making the Most of a First Meeting with a New Business Prospect

 

Making the Most of a First Meeting with a New Business Prospect

Getting that first appointment with a new business prospect is rarely an easy task.

In fact, there is usually a direct correlation between how long it takes to get an appointment and the spending potential of a prospect. Simply put, quality prospects take more time! 

Because so many hours are spent persuading a prospect to meet, it makes sense to get the most out of the meeting. World-class salespeople use the first appointment to uncover business challenges that lead to cash, instead of wasting the opportunity pitching, pitching, pitching. 

After getting comfortable and socializing a bit with the prospect during the opening minutes of the call, try the following steps to get the most out of the opportunity:

Topics: Needs Analysis increasing new business

No Tricks, JUST Treats Please!

Trick or Treat

Costumes, Ghosts and Goblins, Spooky Spiders, and Candy are fun Halloween traditions. 

Each year, children dress up and go door-to-door, exclaiming “trick or treat” in hopes of getting a handful of candy to add to the stash they’ve already collected. To a child, there is no such thing as too much candy… in fact, the one with the most candy by the end of the night wins.

What’s interesting is while children give the choice… “trick or treat,” we all know that they don’t want to be tricked. All they really want is treats!  They want to be delighted with yummy, fun-to-eat candy.

Topics: Needs Analysis

DIGITAL SALES STRATEGY: Understanding the Digital Scoreboard

 Digital Scoreboard

This is a great time of year to be a sports fan. 

Baseball playoffs are here, and every weekend brings a full slate of college and pro football games. Every game has its own set of stats to follow, but just looking at the stats the following day doesn’t necessarily tell you who won the game.

In baseball, the team with more hits is not always the winner. In football, the winning team could have fewer total yards or more turnovers. While the stats can provide you with an educated guess of who the winner is, they don’t tell the full story of the game.

Digital advertising is very similar if you think about it.

Topics: Needs Analysis Digital

How to Ask Better Needs Analysis Questions

 

How to Ask Better Needs Analysis Questions

Have you ever set a goal for yourself to run a race?

Whatever the motivation, you decided to do it. It may have been on a whim, but nonetheless, you realized there was more to it than showing up the morning of the race and running. You probably found a race that suited your ability, recruited a friend to join you in the adventure, set a training schedule, and off you went.

By no means did you show up for registration the morning of with no prep at all. Well, I hope not anyway. If you did, it probably didn’t go as well as you would have liked. You may have looked back and asked yourself what you could have done differently to change the outcome. I’m guessing the answer is, almost always, more training, so you were better prepared.

Topics: Needs Analysis

Improving Sales Performance: Requests Usually Mask True Needs

Improving Sales Performance Requests Usually Mask True Needs

Can you believe that a third of adults have distanced themselves from people because of a misunderstanding in text communication?

Even with verbal communication, it's not hard to see how this could also be common in business. Simply put, communication is the foundation of successful sales. It's also your best tool for figuring out a client's needs.

Are you wondering what to do when requests mask a client's true needs? Keep reading to learn all about how to improve sales performance.

Topics: Needs Analysis sales performance

Selling Something? When in Doubt, Ask a Question.

When in Doubt, Ask a Question

What is the best way is to start a conversation? Ask the other person a question. 

We learn by asking questions.

Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them.

“Judge a man by his questions rather than his answers” - Voltaire

Topics: Needs Analysis prospecting

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Topics: Needs Analysis sales strategy prospecting

Does Your Sales Strategy Include Surprising Your Prospects?

Does Your Sales Strategy Include Surprising Your Prospects

Imagine this.

You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas.

The time comes to get estimates and timelines from contractors. You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You understand that there will be a payment due upfront, and you agree to those terms.

The work finally starts, and surprise, there are costs that should have been included in the estimate that wasn’t. You feel trapped and frustrated.

Topics: business development Needs Analysis sales strategy

International Super Spy: Selling Techniques from a Veteran Salesperson

International Super Spy

If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.

It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.

The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!

Topics: Needs Analysis sales strategy Sales