EliteGTM’s Post

"We are also considering X. Your beloved friends. What do you think?", a standard statement that I would always face in the last few rounds of any opportunity.. And I was ready to hit mercilessly with full power and aggression. I would smile and ask with a touch of sarcasm - "Seriously, are you considering X?" FUD - Fear Uncertainty Doubt, as much as possible Shared 'I heard' details about the problems X's clients were facing Used comparison charts Gartner, IDC reports, Quadrants and B/M reports I would see their eyes glazed over. The energy shifted in the room. Post every such meeting, the sales call replay would be playing in the head. "Did I push too hard?" "Did they see our tech superiority?" "Is this deal slipping away?" It took me a few years and many customers to realize this approach wasn't effective. It was counter-productive. Customers don't give a damn about all that, as my 'friends' were also doing the same. Indirectly, I was questioning prospects' intelligence, wasn't I? Here's how I changed my strategy to improve: Step 1: Acknowledge Their Research They: "We are also considering X. Your competitors. What do you think?" You: "Thanks for letting me know, Sir. If I were you, I would also check the options available. It helps to make the best decision for your company." Step 2: Say Something Positive About the Competitor "I've heard good things about X. I'm not sure if you noticed it, they have a great story around [one feature]." Step 3: Understand Their Interest "If it's fine with you, may I ask what made you consider them?" You may hear reasons like: "Their quote is much less than yours." "Our HQ in Italy is using it" "We have global alignment" "They also seem to be meeting what we need" "I heard their post-sales renewals are quite flexible" "I have a friend who is CTO in ABC, he asked me to check. He's happy." "Procurement wants us to work with 3 vendors. They need a minimum 3 quotations to justify the investment" "My friend has given me how much they invested... so I have a rough idea." So, now you have the reason and also a bit more information about the decision-making criteria. THE ONLY CONDITION IS THAT YOU NEED TO BE 100% HONEST IN THIS APPROACH ELSE IT MAY WORSEN THE SITUATION. The shift happenes when you integrate the Discovery Process into the sales process. Aggressive approach, yes, it satisfies ego and gives adrenaline rush makes us feel good.. But if you are tired of the playing rat race, then time to make changes. Let's talk about building a discovery-based approach that doesn't just win deals – it wins long-term partnerships. You can message me "DP" if you need details of the Discovery Process that must be an integral part if you are in tech solutions sales.

If you're one of those who are hesitant about leveraging network referrals, don't ignore this low-cost and reputable strategy to expand your market while growing your business! According to the Harvard Business Review, you can expect a 16% increase in profits from customers who have been referred to a business. And the numbers don't lie! Start leveraging referrals for an extra boost in your business. Send me a message if you have any referrals you would like me to share within my network! #Referrals #Attivo #BusinessGrowth #Success #Network

📱In today's digital age, having an online presence is key to building professional relationships and driving referrals for your business. The LinkedIn platform can help you do this. Follow these tips for leveraging LinkedIn to supercharge your referral network. https://lnkd.in/gYEv3xcf

📱In today's digital age, having an online presence is key to building professional relationships and driving referrals for your business. The LinkedIn platform can help you do this. Follow these tips for leveraging LinkedIn to supercharge your referral network. https://lnkd.in/g7abTEzN

📱In today's digital age, having an online presence is key to building professional relationships and driving referrals for your business. The LinkedIn platform can help you do this. Follow these tips for leveraging LinkedIn to supercharge your referral network. https://lnkd.in/g28kh6gS

📱In today's digital age, having an online presence is key to building professional relationships and driving referrals for your business. The LinkedIn platform can help you do this. Follow these tips for leveraging LinkedIn to supercharge your referral network. https://lnkd.in/gVJufNy5

📱In today's digital age, having an online presence is key to building professional relationships and driving referrals for your business. The LinkedIn platform can help you do this. Follow these tips for leveraging LinkedIn to supercharge your referral network. https://lnkd.in/gzgZwMGP

How my favorite community!! How is it possible that one guy can charge 5K for a service another guy is charging 1K for? *the 5K offer is probably performing much better as well because of the expensive = good bias Perceived value. It is not about how good your service is. It is about how well you can present what you offer to your customers. You can be a master of your craft, but if you can't present yourself in a proper manner, that will be your biggest bottleneck. On the other hand, if you know very well how to present yourself, your service doesn't have to be anything special, but you will be able to charge crazy amounts of money whilst still having satisfied customers. Basically, your service doesn't have to be special if the way you present it makes it SEEM special. -- Value Stacking is a great way to present one's service. Let me give you an example with a lead gen offer: Instead of your offer being; "We will get you 10 qualified appointments every month", which is nothing new, frame it like this instead: We will: - help you identify, allocate and research your ideal customers - contact 500 people like this every day - provide you with a designated inbox manager who will make sure that the positive responses are followed with an immediate personalized follow-up message - book meetings with interested prospects right into your calendar with all the information you could need about the prospect provided so that all you have to do is to just prepare and hop on a call - consistently keep you up to date with what is going on. ps: If you want to scale your Business and keep booking meetings with interested prospects. DM, we will help you achieve and we always over deliver on our promise.

40% of our positions are closed through referrals. 65% of our business comes from client references and networks. If you’re not networking often, you’re limiting your success. It’s that simple. Build connections. Stay visible. Grow together. #networking #refferals #success #connections.

In the fast-paced world of IT solutions, networking isn’t just an option—it’s a necessity. 🤝 The most successful sales I’ve made weren’t just about pitching a product or a service. They were about listening to client pain points and finding the right solutions together. It’s all about being a trusted partner, not just a vendor. 🔗 The connections you build today could be your clients, partners, or advocates tomorrow. So, how are you investing in your network? Let’s chat about your biggest challenges in IT—happy to share insights or connect you with someone who can help! #BusinessDevelopment #ITNetworking #ClientRelationships"