A Sales Growth Company

The relationship between a salesperson and a potential buyer is an ever-changing dynamic. However, too many salespeople lose out on sales, slow down deals, and get pushed around because they take a lower position in the relationship. You aren’t there to bend to every whim of the client. You are there to help solve their problems as a collaborator. To achieve this, you need to assume an equal position in your interactions. By doing this, you’re better able to highlight issues, improve objection handling in sales , and set boundaries for yourself. Here are a few tips to help you create an equal relationship between yourself and your potential buyer. Get Their Attention, Then Their “Yes” You aren’t always going to start on equal footing with a customer. First, you need to get their attention. Just like every mall kiosk or street vendor you’ve ever walked past, they have to show you why it is worth your time to stop and check out their product. That can be a challenge in itself. After al...

Through the discovery process, you can better understand the problems in your buyer’s current state. Their revenue numbers are down, they can’t grow their brand, their competition is passing them by, etc. Whatever their problems are, you know you and your product or service can solve them. The best virtual sales training programs will teach you to move on to the next stage: Figuring out their desired future state. What do they want, and most importantly, how can you help them get there? By comparing two different futures states, one with your product or service and one without, you can keep your buyer engaged. Here’s how to do it. The Future State Without You and Your Product The first future state you can draw attention to is the one without you and your product. Simply put, this is just an extension of the customer’s current state and the problems they are currently facing. Show them how the root causes of their problems will be there in the future and how sticking to...

When selling anything, it’s vital you know who you are selling to. If you just open the phone book and start dialing random businesses, you probably won’t achieve much success. However, if you build an ideal customer profile (ICP), you can narrow the range and identify people most likely to need your product or service. From there, you can dig deeper into their problems and business operations because they match your ICP. The best in-person and virtual sales training programs can teach you how to build and implement an ICP. Here are a few things to know about building an ICP. Building an ICP Starts with Identifying Problems Before you have created your ICP, you should know what kind of problems your product can solve. For instance, let’s say there’s a new surfboard company in town that specializes in surfboards that are easy to handle and perfectly balanced. The problems they solve, balance and handling, are common among beginners, more so than professionals. So their ICP is a rooki...