Compelity’s Post

"Objection" is the language of outdated selling models. These models were built by the industrial sales complex and fed to generations of salespeople. They indoctrinated us to use and sometimes even celebrate aggressive sales tactics. The language of "objections" fits into the outdated adversarial approach to selling. Using terms like "concerns," "questions," or "needs" promotes a more collaborative environment. Moving beyond "objections" to more collaborative language signifies a shift in sales philosophy from adversarial to partnership-based. This change creates trust, empathy, and ethical persuasion, fostering a more positive and productive sales environment. By adopting open communication and genuine understanding, we can break away from the old models, own our sales conversations, and cultivate stronger relationships with our buyer-partners. #sales #saleseffectiveness #AdvancedSalesConversation #B2Bsales #chiefsalesofficer #vpsales

ARE YOU SELLING TOO EARLY?    If you start talking about your product, without accurately connecting the benefit of the product to the customer problem, you are merely making an assertion.      Customers and prospects are not interested in assertions. They hear similar assertions from every salesperson they meet, and they struggle to differentiate offerings.     All the customer wants to do is solve a problem, and/or create a result.     This is where most sellers fail. They start selling way too early. The early phase of the sale should be all about creating a mutual understanding of the customer problem, why it exists and the systemic impact of that problem.     When sellers start selling too early, the customer is forced to put the seller in a box, labelled “Not acting in my best interests”. Now, it will be an uphill struggle to close the deal, and the seller generally does not know why.     Your understanding of the customer problem is the anchor you need for your solution to be meaningful.     Avoid that trap, and you will sell more, more often and at higher margins. #salesTips #Sales #KnowYourCustomers

ARE YOU SELLING TOO EARLY?    If you start talking about your product, without accurately connecting the benefit of the product to the customer problem, you are merely making an assertion.      Customers and prospects are not interested in assertions. They hear similar assertions from every salesperson they meet, and they struggle to differentiate offerings.     All the customer wants to do is solve a problem, and/or create a result.     This is where most sellers fail. They start selling way too early. The early phase of the sale should be all about creating a mutual understanding of the customer problem, why it exists and the systemic impact of that problem.     When sellers start selling too early, the customer is forced to put the seller in a box, labelled “Not acting in my best interests”. Now, it will be an uphill struggle to close the deal, and the seller generally does not know why.     Your understanding of the customer problem is the anchor you need for your solution to be meaningful.     Avoid that trap, and you will sell more, more often and at higher margins. #salesTips #Sales #KnowYourCustomers

STOP - If you can't answer this, you can't forecast the deal The most overlooked reason deals get stuck isn’t pricing or competition, it’s a lack of urgency. Without understanding your customer’s "compelling event", you’re missing the key to accurately predicting if and when they’ll buy A "compelling event" is that specific occurrence or situation that makes your customer realise they MUST take action. It’s not just a want or a nice-to-have, it’s the catalyst that drives urgency often linked to a deadline, a shift in the market or an internal priority that simply cannot be ignored. In short, it’s the moment where doing nothing becomes the most costly option. If you don’t understand the compelling event, your sales process will miss the mark. #SalesStrategy #DealForecasting #CustomerInsights

In the world of sales, understanding that people struggle to value what they can't compare or contrast is key. Making comparisons helps highlight the unique value you bring and sets you apart in the buyer's mind. #SalesTips #ValueProposition

In our work, we focus on execution but what does this mean? This week's Pro Tip focuses on deal reviews and how to organize the information as you determine a) what to accomplish in the next touch and b) becoming more laser focused on what your buyer is expecting from your solution #B2Bsales #salesenablement #chiefsalesofficer #salesleaders #dealreviews

Every “no” from a buyer has a reason. As #salesprofessionals, understanding those reasons and addressing them effectively is the key to closing more deals. 👉 Swipe through to learn how to win over your buyers like a pro! 🔁 Share this post with your team and start closing smarter. #B2BSales #SalesStrategy #ObjectionHandling #CloseDeals #SalesSuccess #SalesTips

As sellers, we’ve all been there—engaging in a conversation with a potential customer who’s on the fence about pricing. 💡 So, how should we as sellers respond? 👂Listen Actively: Understand that the customer is #price-sensitive. Acknowledge their concern and provide clarity on the value they’ll receive. 💎Highlight Value Over Price: Instead of just negotiating the price, reinforce the quality, benefits, and unique features that #justify the cost. ✅Offer a Solution: If a discount is possible, consider it, but ensure it aligns with your business model. Alternatively, #offer a value-added service that might sway their decision. 🤝Build Trust: Transparency is key. If there’s room to negotiate, be #upfront. If not, explain why the price is set as it is. 👉 Question for you all: How do you handle such conversations? Do you focus on the price or the value? Share your tips and experiences below! Let's learn from each other. #Sales #SalesTips #CustomerEngagement #NegotiationSkills #ValueOverPrice #BusinessDevelopment

Master the art of asking the right questions, at the right time, to understand your buyers better. Take the lead in any sales conversation with these 100 tried-and-tested questions. Build rapport and understand your buyer’s needs in detail, so you can help them close the gap between where they are and where they want to be. Discover the 100 Sandler questions here: https://lnkd.in/gMVM4keR #SandlerTraining #SalesSuccess

Your initial conversation with a prospective buyer is about "them" and not about your product or service. Armed with a deep understanding of the buyer's needs and challenges, you're better equipped to position your offering as the solution they've been searching for. By the end of the first meeting, you should have a clear understanding of whether your product or service is a good fit for the buyer's needs. If it is, you can confidently move forward with the next steps in the sales process, knowing that you've laid a solid foundation for a successful partnership. #howtosell #salesexcellence #closingthesale