Chris Orlob’s Post

Consistent SaaS Sales #FridayFeautre: shouting out one of my regulars for awesome sales info, Chris Orlob. It was revolutionary for me to put this together. The buyer doesn't appear to be dishonest with the criteria they cite on the discovery call, but often times you either win or lose the deal based on different or modified criteria which would indicate they were being dishonest with you from the first meeting. But it's not that they kept that from you all along; that buyer was influenced by a consultative seller to help them uncover what they need, who needs it, and why it matters. They asked Michelangelo about the Statue of David, and he said, "I created a vision of David... and simply carved away everything that was not David." Help your future customer see their vision and carve away what's not. #sales #selling

TRANSPARENCY - This is an easy word to say, but not so easy to accomplish. When you are having a conversation with a client or prospect do you help them with the missing pieces of information? How much do you reveal? What questions do you ask? Why does this "need" exist? Who benefits? Is a conversation happening to find balance between the buyer and seller? In business, is trust given freely or is it earned? If balance does not exist between the buyer & seller, how can there be trust?

Finding problems for your buyer doesn’t have to be scary. (like Becc’s creaky door in the clip below) In fact, all you need is a little math - To find a business problem, take the buyer’s lagging indicator goal & subtract their current lagging achievement. To find a tactical problem, take the buyer’s leaning indicator goal & subtract their current leaning state. And to find a root cause, take their leading indicator goal & subtract the current leading state. Use just these three equations, and you can become an expert at finding problems for your buyer in discovery.

Buyers often ask me, “Leo, what’s the best way to analyze a deal?” The reality is that most buyers get lost in the details and get analysis paralysis. In today’s video, I’ll be giving you 6 pro tips to analyze deals more effectively and efficiently. Take notes… https://lnkd.in/dmyTsqng 

3 Biggest Buyer Objections & How to Deal with Them: Objection 1: “I’VE USED IT BEFORE AND IT DIDN’T WORK” or “I’VE BEEN SCAMMED BEFORE.” Address their concerns empathetically and provide evidence or guarantees to reassure them of a positive experience this time, ensuring their satisfaction and peace of mind. Share testimonials, case studies, or trial offers to support your claims. Objection 2: “I’M CONFUSED & OVERWHELMED.” This is often caused when they consume a lot of information at once. Simplify the buying process by breaking it down into manageable steps, provide clear explanations, and offer personalized assistance such as demos or consultations to guide them through their decision-making process. Objection 3: “IT’S TOO EXPENSIVE.” Emphasize the return on investment or the benefits of your product/service to justify the price. Offer flexible payment options such as installment plans or discounts for bulk purchases to accommodate their budget. Follow for more valuable business tips!

Sellers make a buyer's job harder by trying to make it easier Ft. Will Aitken & Leslie Douglas Sharing a dozen case studies, reviews, competitive comparisons, documentation, call recordings, recap emails, google sheets, PDFs is overwhelming Overwhelmed people struggle to make decisions Instead still provide all the information but make it EASY for buyer's to self serve and pass along the information that is most critical to them & their business

"This is really interesting. Let me discuss with my team and I'll get back to you." Ugh. Every seller knows this statement as the future version of "Gone Dark." Why does this happen? Because we put too much work on the Buyer. I recently chatted with the energetic Jen Allen-Knuth about this very topic and she shares how she overcame this dead-end outcome. Seek to understand. • What are the macro conditions impacting their business? • What are the primary goals for the Company? • How is the Buyer's department connected to those goals? • How is the current solution falling short on delivering those goals? Stop talking about how great we are and "hold up a mirror to anticipate what the Prospect may be doing." Go. Jen. Go!

Add value by helping buyers see things in a different way with these three questions. Please comment, pro or con. Repost if this is helpful.

Struggling to Create Buyer Urgency? Here’s how to emotionally move buyers closer to a decision. One of the biggest obstacles in sales isn’t a lack of interest—it’s getting buyers to act with urgency. That’s where the Time Machine Questioning Technique comes in. It’s designed to create urgency by helping buyers experience the future impact of your solution and the consequences of inaction. Here’s how it works 👇 Instead of just telling your buyers about the value of your solution, ask the following two strategic questions: ❓ Question 1: What would your business look like in 6 months if you implemented this solution today? This helps pleasure-driven buyers see the positive impact of acting now. ❓ Question 2: What happens if you continue doing what you're doing for the next 6 months? For pain-driven buyers, this highlights the risks and costs of inaction. Why it works: ➡️ You create a sense of urgency by highlighting how time impacts results. ➡️ You help them visualise the real impact of your solution. ➡️ You turn hesitation into action without being pushy. If you can get your buyer to picture owning your solution, you're halfway to the finish line. It’s a simple yet powerful way to move buyers off the fence and into action, but it's also a great way to disqualify buyers too. What’s your strategy for creating buyer urgency?

There are 2 things you must focus on when speaking to potential buyers: 1. Determine if they have a problem and how you can solve it. 2. Handle all objections before offering your services Once you solve those 2 things, People will buy from you much for frequently. In this video, I explain exactly how to do that.