How to stop explaining and start selling? Sales and Selling |
- How to stop explaining and start selling?
- Books about sales tricks like upselling technics
- Job Search Question
- Objection-Handling Cheat Sheet: The 15 top objections your prospects will give you, and how to handle them!
- I do cold email. I get 80% open rates and 20% reply rates. Here’s how I do it.
- I 25M am thinking of getting into b2b sales but fear lying.
- I applied to a job I really wanted 4 months ago. Had two interviews didnt get the job. I applied again last week. Got an email to schedule an interview. 30 minutes before the interview, they cancel saying they're not going to interview me because they already did 4 months ago.
- CEO fell asleep during Proposal review
- Any advice selling security systems?
- Got ripped by my client for the first time today ����♂️
- Is it better to go into an SDR role for a year and move up to AE or take a sales manager position right now?
- Has anyone done this?
- What is the "Day in the Life of a Medical Device Sales Rep"?
- Interview for a defense contractor position
- Capital One sales? Any insights?
- Daylight savings: Knocking doors in rural Texas after dark
- Please help they hired me to cold call
- Selling Better Using the Von Restorff Effect (The Isolation Effect)
- Any shy/introverted people here do well with telemarketing? Tips for overcoming phone anxiety?
- Medical Device Sales from Biomedical Engineering. What does it take?
| How to stop explaining and start selling? Posted: 07 Nov 2020 02:36 AM PST Hey guys, First time poster in this sub (be gentle!). I've read ALL the sales books like challenger, way of the wolf, Sandler, etc. however I still feel like I'm explaining too much of my product up front in stead of selling it properly. I have a consulting business that focusses on customer retention in the B2B segment. I feel like I'm often "milked" for information and insights after which they tell me some reasons they can't move ahead right now and I get ghosted. I'm really looking for some insight in how I should structure my pitch and not give away too much up front. Are there any insights or recommendations you could offer me? TIA! [link] [comments]  |
| Books about sales tricks like upselling technics Posted: 07 Nov 2020 11:47 AM PST I am a UX designer and new to sales. I'm trying to use sales technics to design and wonder shat are the top books on sales. Any suggestions are highly appropriated. [link] [comments]  |
| Posted: 07 Nov 2020 10:32 AM PST I've been interviewing for sales positions and I've had a lot of near-misses. I'm moving from a different field that I'm 100% confident about leaving. I'm also 100% confident about my choice to go into sales. So I'm going to put in my two weeks. My question is, are you aware of an industry/employer that'll take anyone with a pulse, with a decent first-year earning potential? I'm fine with grinding it out, and I'm fine with a job that people consider to be rough. My only goals in this first sales job are to develop my sales chops (so tough prospects are welcome!) and to not break the bank in the transition. Basically, looking for the unicorn job that nobody wants because it's perceived as too difficult/too much of a grind for one reason or another. Thanks! [link] [comments]  |
| Posted: 06 Nov 2020 01:44 PM PST *Objection-Handling Cheat Sheet\* . Here's a fact: Your prospects object. That's just how it is. And when you think about it, it makes sense. . Because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it. . Objections are a sure thing for almost every sale. And if you want great results, it's your job to be ready for them and know how to deal with them. . So without further ado, here are the 15 most common objections your prospects may throw at you: . 1. "It's too expensive." Price objections are the most common type of objection, and are even voiced by prospects who have every intention of buying. And 99% of the time, those objections don't mean they don't actually have the money. They just don't see enough value in giving you the money you're asking for the solution you're offering. But if the value scale were to shift, and they started valuing their money LESS than your solution, then you're in business. Beware — when dealing with this objection, do NOT focus on the price. The moment you start focusing on price as a selling point, you reduce yourself to a transactional middleman. Instead, circle back to the product's value, the benefits of solving their problem, and the pain of NOT solving it. . 2. "I don't have money." Again, 99% of the time when a prospect says this, it's not that they don't actually have the money. Most of the time they just value it more than your offer, and the way to fix this is by increasing the perceived value of your solution, increasing the perceived pain of their problems, and It IS possible that they're not lying about this and they really don't have the money (or they have it but can't spend it). If that's the case, what you need to do is ask questions and determine if they're telling the truth. Gauge if they're interested in your solution and perceive their problem as significant enough to warrant action. If they DON'T – they're likely lying. If they DO – try to figure out a solution – either a payment plan or something else that would allow them to start in their situation. Think outside the box and see how you can help your prospect get to a place where your offering would fit into their business. . 3. "I don't want to get stuck in a contract." A prospect with a genuine need and interest who balks at time-based contract terms is generally hesitant for cash flow reasons or because of negative experience. Luckily for you, there are workarounds — find out if you can offer month-by-month or quarter-by-quarter payment instead of asking for a year or more commitment up front. If you can't, then just dig deeper and find out exactly why your prospect doesn't want to get stuck in a contract, and deal with their concern. Once you deal with it, the objection will disappear. . 4. "We're already working with [someone else]." A prospect who's working with a competitor is a blessing in disguise. They've already recognized a need, realized their problem, and identified a solution. So much of the education you'd otherwise be responsible for has already been done for you. So in this case, you can spend your time doing the one thing you'd have to hold off on with a prospect who hasn't recognized their pain yet — talk about your product. Just because a prospect is working with a competitor doesn't mean they're happy with them. Probe into the relationship and the outcomes they're getting: Why did they choose this service? What's working well? What's not? Pay special attention to complaints that could be solved with your product. Also, even if they're happy with your competitor, you COULD still make a sale if your product can be used as an add-on to what they're using. If they can benefit from both your product and your competitors together (and there's enough value in it for them), you should communicate that to them and show them why it would be a good idea. . 5. "I can get a cheaper version of your product/service somewhere else." This objection is a lot easier to deal with than you may think. First off, you need to find out exactly what you're dealing with. Are you in a competitive situation, and the prospect is playing you against a competitor to drive up discounts? Or is your prospect under the impression that a similar, cheaper product can do everything they need, or that it can do the same things your solution does? If it's the former, get some information and then focus on the benefits of your solution over the cheaper one. Emphasize on the features that make your product superior, and the problems that may arise from using the cheaper solution. Don't give them a discount too quickly – this is a trap. But if they're unrelenting and they insist on getting a discount, negotiate the price and try to close them on something extra (like the promise of giving you a review after they're happy with your service). In the second scenario, take advantage of the comparison. What are the things that would provide your prospect the most value? Why is your solution so much better than the cheaper one? Play them up and emphasize overall worth, value and benefits, not cost. . 6. "There's too much going on right now." If your prospect feels overwhelmed or "too busy" to deal with the problem you're looking to solve, it's likely that they're just not placing enough importance on the problem you're looking to solve for them. Ask them to define their priorities for you. If they can't (or don't want to), it's likely a brush-off and you should press them on precisely why they don't want to engage with you (find the real reason or concern that made them say that). If they can provide concrete answers and their case is solid (if they really SHOULD focus on the other things and not on this), don't sweat it. Set a meeting time for a follow up and send over helpful resources in the meantime to stay top of mind and on your prospect's radar. . 7. "I've never heard of you or your company." Treat this objection as a request for extra information. It doesn't mean they won't buy from you. It just means they need to know more about you so they can trust you enough to buy from you. Don't give an elevator pitch. Just provide a very quick summary of your value proposition, or some impressive facts or stories about customers you've worked with (best if they're similar to your prospect). For example: "We're a company that sells ad space on behalf of publishers like yourself. I'd love to speak with you about your revenue model and see if we can help." . 8. "X problem isn't important right now." Sometimes, a simple "Oh?" will be enough for your prospect to start talking. Listen closely for the real reasons the problem has a low priority in their eyes. Keep in mind that excuses can be a sign that your prospect understands they have a problem and are trying to rationalize their inaction. Capitalize on this, get them to realize the importance of taking action and solving their problem, and instill a sense of urgency. . 9. "I don't see what your product could do for me." This is another request for information packaged as an objection. Reconfirm the goals, challenges or pain points you've discussed, and explain how your product can effectively solve their specific problems. . 10. "I don't understand your product." This usually means you're overcomplicating the explanation of your solution. You need to Keep It Stupidly Simple and make sure you're explaining it in a way that even a kid would understsand. If your prospect literally can't wrap their head around your product, that's a bad sign. If your product is particularly complicated or specialized, it may be time to disqualify your prospect (so they don't just give up and ask for a refund a few months after buying). Don't give up immediately though. Ask your prospect what aspects of your product they're unclear on. Then, try explaining it in a different way. Alternatively, bring in someone else from your team to re-explain it and answer your prospect's questions. Sometimes just hearing it from someone else is enough. . 11. "Your solution is too complicated." Find out if your prospect is confused about specific features or if the product is indeed over their head. If it's the latter, you might have to disqualify. But if it's the former, remind your prospect about how you will support them throughout the journey. For example, tell them that they'll have help from your customer service team and that you'll support them every step of the way when it comes to implementation (if that's true). And if you won't be doing that – tell them whatever IS true in your case. For example, if you have a community where they can find support, tell them about that. Whatever the case, make them feel supported and tell them how you'll help them effectively and easily execute and implement your solution. . 12. "You don't understand my business." If your prospect feels like you don't understand them, their situation or their business, that means you've made a mistake somewhere along the sales process. If that's the case, don't worry – it's fixable. Just focus on figuring out why they're thinking like that, and show them why they're wrong. If you sell to a specific industry and have some experience doing so, chances are you DO know a bit about your prospect's business. Let them know that you have experience working with similar companies, and have solved similar problems in the past. But don't just tell – DEMONSTRATE! And if you simply made an incorrect assumption about your prospect's company or industry, don't be afraid to own up to it. Your prospects will appreciate your candor. Say, "Sorry — I assumed X was true, but it looks like that doesn't apply to your business. Can you tell me a little more about X?" . 13. "We're happy the way things are." Maybe everything really is going swimmingly (however unlikely that is). But don't believe this without checking. It's extremely likely that your prospect is having some sort of challenge (after all, who isn't?). Do some light digging to determine if they're facing any problems you can solve, then move forward or disqualify based on their answers. . 14. "I want to think about it." When your prospect tells you "I want to think about it", they don't actually mean they'll get off the phone and go into a 'thinker position' for 2 hours actively thinking about your offer. 99 times out of 100, they won't put too much thought into it after the call. And that's because they usually say this to brush you off and avoid making a decision. So whenever you hear "I want to think about it", you need to understand there's something else hiding behind that objection. There's a reason why they don't want to move forward (or don't want to make a decision at that moment) – and you need to find that reason and overcome whatever's concerning them. . 15. "Your solution sounds great, but I'm too swamped right now to handle [implementation, execution]." Prospects are often put off by the effort required to switch products, even if the ROI is substantial. Most people just don't like doing new things, going into the unknown, and putting in a lot of effort (unlike us – we thrive on that, right?). To overcome this objection, you need to empathize with them, prove that you're trustworthy, and ensure they actually CAN handle the implementation (they just FEEL like they can't). You can say something like, "I understand. It typically takes our customers [X days/weeks] to get fully up and running with [your product]." OR here's one that may work even better, "I hear what you're saying. Many of our prospects felt like that when we were discussing this. But after we started working together, what they found was that, with our help, implementation was a breeze compared to what they expected. So let me ask you, if you knew that we'd be there every step of the way and help you with the implementation, how much time could you allocate for this?" If they're still hesitant, next you should combat their reluctance to change by digging into the costs or pains of their current situation, and building on the cost of inaction. You might ask something like, "How many minutes do you spend every day [on X task]?" Then calculate what they're currently losing as a results of this, and what they stand to gain — in time, efficiency, money, or all of the above. . This is a bit of a longer post, I hope you found a lot of value in it. . Knowing how to deal with objections is one of the most important things for high-level selling. Apply the ideas in this post and, hopefully, you'll see quite a jump in your conversion rate. . 𝕻.𝕾. Let's have a discussion! Leave questions, challenges or ideas below and let's make this thread more exciting. . 𝕻.𝕻.𝕾. If you have any sales-related challenges that are a pain, it would be awesome if you share them in the comments. If I can solve a problem for you in my next post, that would be great. I'll be here to answer all the questions related to this topic – 'coz that's my 'thing'. Let's go! 👇 . Stay awesome, Champions! 🏆 [link] [comments]  |
| I do cold email. I get 80% open rates and 20% reply rates. Here’s how I do it. Posted: 07 Nov 2020 07:42 AM PST Recent campaign: https://i.imgur.com/28tFMSo.jpg How I do it: https://youtu.be/J-hjXmLykEQ Quality>Quantity. If I send out 20 emails I know for a fact I'll get at least one call. If you have any questions please feel free to ask. [link] [comments]  |
| I 25M am thinking of getting into b2b sales but fear lying. Posted: 07 Nov 2020 07:38 AM PST I cant lie to anyone to make a sale. It is severely against my ethics. I dont want to gain trust to make a transactional gain. Is there a way to thrive in sales without being sleazy? Thank you reading/answering and I hope you have a nice day! [link] [comments]  |
| Posted: 06 Nov 2020 02:08 PM PST I was really disappointed, thinking I was going to get a second chance, and then this email saying they are cancelling it came about.. [link] [comments]  |
| CEO fell asleep during Proposal review Posted: 06 Nov 2020 05:01 PM PST I work in business development for a real estate service and have worked quite hard to get a meeting with a big real estate developer in our area. We received drawings and put together a proposal and probably have 5-7 call and 40-50 emails. It was a great firm to pull in. I've worked many hours on this deal.We had a Zoom with them yesterday and instead of my boss coming on the call me and the CEO and founder went on it. The founder did most of the talk but the CEO fell asleep. I was pretty pissed as it made us look bad. I want to tell the founder as he was so busy presenting I'm not sure he noticed but I have photos for proof. What's the best way to bring this up? Should I bring this up? Not sure if a CEO falling asleep is a good look and my chances of reaching quota will suffer greatly if I don't get this deal. This is for a $600,000 deal [link] [comments]  |
| Any advice selling security systems? Posted: 06 Nov 2020 11:16 PM PST So I am going to start a job as a Sales Associate for a company that provides residential, small and large business electronic security, fire protection, and other related alarm monitoring services. Would I be able to get some advice and tips on making sales, closing deals, reaching clients etc.? This is my first sales job and I am excited and want to do the best job I can any help is appreciated thanks! [link] [comments]  |
| Got ripped by my client for the first time today ����♂️ Posted: 06 Nov 2020 03:33 PM PST Got a nasty email from my clients VP today. This particular VP seems to be the aggressive type. Has it ever happened to you before? We probably deserved it, however I wasn't expecting that kind of tone in an email. Note: Key account manager for a 100M$+ account [link] [comments]  |
| Posted: 06 Nov 2020 09:47 PM PST So I've been an SDR now for 3 months at my current company, which focuses on training and then placing SDRs with local companies, and been crushing it I have two job offers in front of me and two very different career paths attached to them I can go on board with the company I'm at now as a sales manager Or I can let them place me with a good company near me that said I would be an SDR for a year, and then move to a Sr SDR / AE role Which would you say is better? Thanks! [link] [comments]  |
| Posted: 06 Nov 2020 09:20 PM PST Has anyone ever sent a handwritten letter to a prospect? Has this worked for anyone? [link] [comments]  |
| What is the "Day in the Life of a Medical Device Sales Rep"? Posted: 06 Nov 2020 05:17 PM PST Looking to make the jump into medical device sales, but I want to know how it differs from other sales jobs and what the day to day responsibility/stresses look like. Any advice/ experiences would be appreciated. [link] [comments]  |
| Interview for a defense contractor position Posted: 06 Nov 2020 05:08 PM PST Hey guys, I'm trying to prepare for a defense contractor job which I have a interview for this Monday. I have a track record of success in the B2C space and I wanted to know if any of you know what type of questions I should be asking in my interview/your experience within a position similar to setting up supply contracts with the government? Thank you? [link] [comments]  |
| Capital One sales? Any insights? Posted: 06 Nov 2020 08:48 PM PST Capital One sales? Anyone have insight? I'm interviewing for Capital One Vice President - commerical card officer and can't find reviews online or really any salary information. Does anyone have any experience or insight into selling their corporate cards? I'd really like to know what the role was like and am curious about salary. Thanks! [link] [comments]  |
| Daylight savings: Knocking doors in rural Texas after dark Posted: 06 Nov 2020 04:32 PM PST |
| Please help they hired me to cold call Posted: 06 Nov 2020 08:10 PM PST I only come here to ask because sales is in my title, and I didn't have to go to r/advice to know I was in better company on r/sales. A few months ago I was a little rudderless and with a new boss, who gave me a project. After a month of following along by email I took a lot of the work off my boss' plate for the past quarter. There's an opportunity to cash this particular deal out, and one of our development staff is picking up the mantle and really steering the team towards offloading what's become my pet project! Call it fondness, or an educated guess, but I really feel like I want to use resources (with the full blessing and support of my boss) to make the case for keeping this deal in our portfolio. I've broached the topic with my boss and senior peer, but I haven't gotten the buy-in to feel like I can ask our team to help me model my idea in a way my boss' boss will see it. How can I, on a Friday evening, feel like I've made my case in a polite way that lets me stop hitting my phone with my thumbs? Also, if your answers suck, r/marketing is my last hope... [link] [comments]  |
| Selling Better Using the Von Restorff Effect (The Isolation Effect) Posted: 06 Nov 2020 06:47 PM PST The Von Restorff effect, also known as the "isolation effect" states that when presented with a group of similar objects, the one that differs from the rest is most likely to be remembered. According to this theory, different doesn't necessarily mean better but rather just more memorable than others. A lot of companies across the board use this effect to their advantage both in terms of brand cosmetics and product design. Squarespace Does ItA simple example would be the pricing page of Squarespace. In this page, they are clearly pushing one of their plans more than others with the darker shade, the "Most Popular" sign and its position right below the "Get Started" button. (Reference) A possible intention for this push could be that Squarespace wants you to remember that plan whenever you are exploring or weighing similar services. And it is no accident that the same plan has the maximum savings of 30%. For someone not familiar with persuasion design techniques, these tools might not seem obvious but they are a familiar sight in UX design circles. The Name "Apple"Modern day internet companies are not the only ones who use these tactics, they have been part of nature and business for a long time. Apple as a brand stood out because it didn't have the cold, complicated imagery created by other computer companies at the time – with names such as IBM, Digital Equipment and Cincom.
However, had the other computer companies also had fruit names at the time, Apple would not have had this advantage. The Von Restorff Effect plays an important role in other aspects of our professional life like networking where you need more than a fancy suit to make a lasting impression. People come up with all sorts of things to stand out ranging from odd looking business cards, wearing a unique cologne to outright faking an accent. And what's worse? Most of us do it without even realising it. Countering the Von Restorff EffectTo avoid being lead on by the Von Restorff Effect, you can practice the following:
Using the Effect to Your AdvantageWhile it feels bad to have the Von Restorff Effect being used on you, it can also be used by you as an asset to gain an edge in your business or personal life. Here are a few tips:
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| Any shy/introverted people here do well with telemarketing? Tips for overcoming phone anxiety? Posted: 06 Nov 2020 06:02 PM PST My sister is putting the word in for me at her company, which means I will be guranteed a job (unless I totally fuck it up). She says it's an easy way to make good money. She's been doing it for years and is one of their top sellers. Problem is, my sister and I are polar opposites. She extremely extroverted and outgoing. She's been in sales all of her adult life, and could talk your ear off about anything with confidence (even if it's totally incorrect). I, on the other hand, am introverted and extremely shy. I actually struggle with social anxiety, especially when it comes to phone calls. I'm just not a very confident person overall, and it shows in my voice. Sounds like a recipe for disaster, right? I'm not totally useless, as I do have work history (nursing) which requires quite a bit of phone calls, talking to strangers, etc. I've just never tried to sell anything before. I keep psyching myself out, saying "I'm not cut out for this line of work." Hell, maybe it's true. But I really need the job, as I can only work remotely right now. Has anyone here been able to overcome similar issues? [link] [comments]  |
| Medical Device Sales from Biomedical Engineering. What does it take? Posted: 06 Nov 2020 05:07 PM PST I am currently a medical device engineer at a small medical device company. While in this position, I have had a few sales-ish experiences: trade shows (sold multiple thousand-dollar medical devices), developed/refined our current customer service protocols/systems (trained new employees in these systems), troubleshoot device issues with customers over the phone, and general customer interaction processing orders. However, I never reach out to potential buyers. build, and maintain a relationship with them. The closest thing I do to this is cold calling vendors and managing these relationships while trying to get the best price. The point of this post is to ask if I could get an entry job in medical device sales with these experiences, or if not, what it would take to get there. Is it a requirement to get a job in sales before I make the shift to medical device sales. If anyone is curious, my intention for making the move from engineering to sales is predominately financial growth. All of the engineering paths I can see cap right at 6 figures. However, I also enjoy the chase/game of trying to win people over. If anyone can provide any insights of how I should move forward I would appreciate it. Also, if anyone knows of a more specific subreddit for medical device sales please let me know. [link] [comments]  |
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