I’m proud to use this space to introduce you to a valuable event:
The ClickTale Forum is an exclusive event for the web optimization community hosted by ClickTale, in Manhattan on October 30th.
This all-day event will feature bestselling authors Seth Godin and Bryan Eisenberg—along with a panel of the leading A/B-MVT testing experts in the industry from Adobe, Monetate, Maxymiser and Optimizely—amongst many others.
The ClickTale Forum is sure to be the most valuable event of the year for professionals dedicated to improving customer experience and converting behavior to business.
Spaces are limited!
Receiving an RFP from a prospect early on in an engagement can feel very exciting.
But is it a good sign?
Posted in Sales
Tagged procurement, RFP
Selling a game changer is special. But, it takes a game changing kind of salesperson to do it right.
Imagine a scenario where everything went perfectly. They loved the product, they responded really well to your presentation, you hit if off personally and they even scheduled time to discuss next steps.
But then, nothing.
No returned calls. No responses to your emails. It’s as if they’ve fallen off the face of the earth…and it hurts so badly, because–as you tell your boss–”they were ready to sign!”
If you experience this type of scenario repeatedly, then you likely have a problem disqualifying prospects. The problem is not them, it’s you.
At some time or another you’re bound to have viewed the Alec Baldwin sales monologue from the movie Glengarry Glen Ross.
Most people are introduced to it in sales meetings. It’s used to expose salespeople to the no holds barred sales shark attitude that every manager wishes his salespeople would have.
If your manager is showing you this, it’s not a good sign. More than likely, it indicates that your sales manager is not a sales leader.
This may be the one environment in which it is more appropriate to tell rather than sell.
Qualification is the skill that sits at the tip of the spearhead of sales craft.
The essence of qualification is identifying who you’re talking to, what they do, who they do it for and whether they can purchase.
The reality of human communication is that you will be misunderstood, and often.
In sales, effective communication is essential. Fail to convey the right message and you could lose a deal, burn a lead, tarnish your personal reputation or that of your company.
It should be considered an invariable truth that following a presentation people will only remember a quarter of everything you said and none of your intention!
One of the things you’re taught early on in sales training is the need to understand how to think like the person you’re selling to.
In other words, it’s necessary to imagine the different goals and business decisions the prospect likely has to make in the course of their role and figure out where your solution naturally fits within that order…and there-within figure out how to prioritize the solution you’re selling.
This is called perspective-taking, and studies have pretty much proven the necessity of perspective-taking in the negotiation process. Perspective-taking can be defined as “the cognitive power to consider the world from someone else’s viewpoint”.