Ronnell Richards’ Post

How do you stop prospects sticking with the old, familiar status quo instead of taking a leap for something newer and better? Join our #free #sales masterclass tomorrow at 4pm UK time to find out!

Are you tired of working on proposals for prospects who don’t end up buying? Remember, requests for proposals, quotes or presentations come on a spectrum. At one end it’s just a polite way of saying no. At the other, it’s a request to give written confirmation of the order. Until you know EXACTLY where you are on that spectrum, and what will happen if you send it in, you risk wasting huge amounts of time. At one end you spend valuable time preparing information and chasing someone who is always going to say no. Plus, you give them just enough information to solve the problem themselves, or justify staying with their incumbent supplier after leveraging a discount. At the other, you waste time trying to persuade someone who is already sold (and possibly talking yourself out of a sale in the process). Next time someone asks you for a proposal; remeber that you’re not obliged to send one. Unless you’re confident they have a problem they genuinely want to solve, have a budget you can work with and a decision-making process you can work with, why bother? If you want to learn an alternative sales approach (one that doesn’t involve added stress or pressure-selling), use the link in the comments to get our latest advanced sales guide. Good selling! 👊🏼😎 #Sales #Birmingham #SalesTraining #SalesManagement #SalesLeadership Paul Hillis Paul Crowe Nigel Dunand

Are you ready to close more deals and boost your sales numbers? 🚀 - 📈 Discover the top 10 strategies to master negotiation in sales. - Learn how to read your client's signals and adjust your tactics accordingly. - Gain insights into creating a win-win situation that leads to more successful closings. - Find out how to handle objections effectively and keep negotiations moving forward. Don't miss out on elevating your sales game with these expert strategies. Click the link to unlock your full potential! https://lnkd.in/dbCQkXC2 What negotiation tactic has worked best for you in sales? Share your experiences! #SalesTips #NegotiationSkills #CareerGrowth

It is something that everyone in #sales or #presales had to deal with at some point in time: a RIGGED RFP. I say "rigged" because a competitor obviously helped the client put it together. You can see it clearly because there are clauses in there that are cleverly written to eliminate all but one solution - theirs. So, what do you do then? 1. Just answering the RFP? You will likely lose. This is a rigged game. 2. Not answering the RFP? Then, you will lose for sure. 3. Tell the client you need to meet with them first? It's a viable option, but it can make you look defensive. "You don't like our rules because you are not confident about your solution." You also need the client to agree to meet, and they may not want to. Assuming that (3) is a no-go, do you pick between 1-2? In my experience, you don't. You go for 4 - answer the RFP in an unexpected way. Your competitor may have rigged the questions, but it doesn't mean you cannot debunk them while answering. Something is obviously trapping the client into one solution? State what you see being the ultimate goal pursued by the client, and how other players in the industry are achieving that goal. "It seems that achieving X is important for you. People in the industry are getting to X via Y, which our solution does." And if your product does something unique, mention it, and associate it with extra value. In other words, turn the table on the competitor! Of course, there is no guarantee of success. But art least you get a fighting chance to get out of the process victorious. How do you deal with rigged RFPs? #salesengineering #business

Step 7 In Sales, Part 2: Navigating Objections (and answering questions) During the meeting where you present your proposal, you will have to overcome objections and answer questions. If you don’t have any objections or questions at all – you may not be speaking with an engaged customer (are they texting while you talk?). Or worse, you may not be talking to the decision maker. (I’ll talk to my superior and let you know. Deal. Killer.) You want objections. Objections and questions are NEEDED to close the deal. Mirror, label, do an accusation audit if you have to. If you don’t know what those techniques are, go buy Chris Voss’ book “Never Split The Difference”. More on these techniques another day. AFTER you’re done with this meeting, email the proposal as a follow-up. If you’ve done your job well, the proposal is just a confirmation of the sale.

However, one decides to prepare for a meeting or a sales preparation, a strong structure, being well prepared and be ready to anticipate objections or potential questions that are outside your overall presentation are key to a successful close. Furthermore, I live by three important cover values. Sound strategy, Strong self-management Trust in myself, my product and my overall presentation. As coach Bill Walsh always said, feel confident, don't let anxiety take over and let the process guide you where you want it to take you

If we are worried about selling, we spend alot of time on developing our offer, or refining our "pitch" or understanding our ICP, or researching the competition...or or or The reality is that none of those things are bad things, and ALL are super valuable. But if you find yourself actually avoiding the work of sales, you may need to remind yourself that you won't just magically wake up and feel ready to sell. It is always going to be uncomfortable and hard... but it is also a must. If you are avoiding selling, choose to do these three things this week (and every week): 👉 Set a weekly goal for # of conversations with people in your ICP 👉 Set a weekly goal for # of emails/cold calls/LI messages that you will do 👉 Set a monthly goal for # of proposals you will send out And then STICK TO IT. Guarantee those conversations will help you learn more about your ICP. They will help you refine your pitch and develop your offer and they will help you learn a bit more about your competition. AND ALSO WILL HELP YOU GET SOME CUSTOMERS. Good luck... and if you are having trouble getting started, DM me, I can help you kickstart your sales motion.

Why people struggle to Close Deals 5 Common Challenges in a Sales Process We'll take the first today Calm down, don't waste so much time talking to someone who ↳Can't afford your product ↳Has concluded not to buy ↳Doest even need it Do you remember the time you went to the mall, just to feed your eyes? your account balance didn't match you didn't even need those things That's you in their shoes. You just wanted to negotiate... in your business, you can ask this.. "So what made you show interest in our product?" Don't be shocked if he says I just felt like knowing more…just for knowing sake Or ask "if you find a solution that provides all you say you've been searching for, what's your budget like?” OR “are you willing to make an investment for this transformation you claim to desire? if it's a training you sell" Qualification cuts across: ↳Interest ↳Ability ↳Willingness Once you qualify the lead, dive in like you just spotted that most wanted fish in the pond I hope this ends past waste of time and unproductive sales calls I'm David and I help businesses with marketing strategy and services from generation to nurturing and the sales close I love problems, let's talk! #saleschallenge #sales #marketing #information #strategy

Looking for a proven way to close more sales and win over clients? Try the ABC Method: Always Be Closing – a strategy that moves you closer to a “Yes” throughout every stage of your conversation. Here’s how it works: ✅ Summarize Frequently After each discussion, restate what your prospect said. This shows that you understand their needs and keeps the conversation on track. Example: “Just to confirm, you're looking for a solution that increases efficiency, right?” ✅ Get Small Agreements Throughout Aim to get small “yes” moments as you go. Build a pattern of agreement that makes saying “yes” at the end feel natural. Example: “Does this sound like it could work for your team?” ✅ Confirm Solutions Together Make the solution a collaborative effort. Ask for confirmation that your proposed solution solves their problem. Example: “Based on what we’ve discussed, do you think this feature meets your needs?” By using these steps, you’ll create trust, reduce objections, and make the final close seamless. Ready to boost your closing rate? Start applying the ABC Method today and watch your sales conversations transform! #SalesSuccess #AlwaysBeClosing #SalesStrategy #ABCSalesMethod #SalesTips #CloseTheDeal #ProSalesTactics #momenta

i have found this to be the most effective way to close. Your chances of success in closing a sale goes up significantly. If you have team members who find it difficult to close or close large business talk to us.We at momenta have such simple tools and techniques to make one efficient.