A Sales Growth Company

Whether you’re talking to an associate or CEO of a multinational corporation, you need to know how to demonstrate your credibility and asking superficial, surface-level questions is NOT the way to do it. Surface-level, superficial questions just waste your prospects time. If you’re asking surface-level questions about their role, the number of employees, etc. that’s exactly what you’re doing. When buyers feel you’re wasting your time, they ghost you or put up false excuses to keep from engaging with you.  Great SaaS sales training programs will teach you how to quickly identify the critical problems customers are facing in order to help them solve them. Before you choose a training program, there are a couple of ideas to consider. Here are two things you can do to quickly demonstrate to a potential buyer that you’re worth their time. Demonstrate Credibility by Diagnosing Their Business Problems You can’t go into a sales call and ask the potential buyer what proble...

Before you ever introduce your product or even start the sales process, you must thoroughly understand a prospect’s current state. This discovery process is more important than any other stage in selling. The best in-person and virtual sales training programs will teach salespeople the importance of discovering problems and the root causes of these problems. Why? Because without a problem no one buys. A problem must exist for a customer to buy your product or service. Here are a few steps to help you discover the truth in your buyer’s current state and become a more successful salesperson. Dig Deep Into Their Problems With a Line of Discovery This step starts before you’ve even contacted a prospect. If you’re talking to a potential buyer and they have to explain their business and all the potential pitfalls they face, you’ve already lost the sale. Why? Because you don’t correctly understand the types of problems your target buyers struggle with or how your product can h...

Salespeople of old were constantly trying to cozy up to their buyers, taking them out to golf, reminiscing about their shared alma mater, and discussing their favorite bands. This led to the myth that you have to be likable to succeed. While it never hurts to have a good relationship with your potential buyer, effective sales methodologies are built on establishing and demonstrating credibility, not attempting to be as likeable as possible. In other words, selling is about bringing value to a customer, not making friends. Here’s how why you need to focus more on credibility instead of likability. Buyers Care More About the Value You Offer, Not How Much They Like You A buyer rarely commits to a purchase because they like the salesperson. Sure, their rejection might be kinder, and they might lead you on without ever giving a concrete no, but you can’t rely on friendliness to close a sale. At the end of the day, a customer is buying your product and the value it provides t...

When you are selling a product, it's only natural to promote the product itself. For example, if you're selling a vacuum cleaner, why discuss abstract ideas when you can highlight its suction power and hose length? Because customers don't care. They want to spend less time vacuuming and fussing with the machine, and they want to spend more time doing something else. Yes or no: Can your product help solve these problems? Whatever your industry, your sales methodologies need to focus on figuring out the issues and problems faced by customers. Here are three issues with product-focused selling. You Need to Diagnose the Problem, Not Sell a Product Salespeople who follow the old style of selling try to promote every detail and feature of their product. They talk about processing speed, third-party integrations, rotation rate, and all the other technical terms that put a customer to sleep. If you do this, you’re getting in your own way and jeopardizing the sale. To ...

Sales tips and tricks that worked in the ‘90s just don’t work anymore. So why are we still making the same mistakes over and over again? If you want to succeed, you need sales methodologies built for the sales world we live in today. Methods created decades ago aren’t helpful in a totally different environment. Here are three mistakes your sales team may be making that you might not even realize. Mistake 1: Being Product-Centric Won’t Get You Anywhere Being product-centric is the classic pitfall for even experienced salespeople. They’re more focused on selling a product than solving a problem. Think about it: Good car salespeople don’t try to sell you a car with four-wheel drive and a lot of cargo space—they sell you the ability to go camping deep in the forest. Thankfully, once a salesperson changes their mindset, problem-centric selling comes almost naturally. An effective in-person or virtual sales training program might be all your team needs to start bridging the...