There are times in sales when we get stuck every almost every day. The more we share and spread sales knowledge the more we can help each other develop and grow as sales professionals. I am delighted to part of the #getunstuck movement. Please see my 60-second story below for more of these tips and to share your own story check out www.getunstuck.club
You put in a lot of effort contacting your hot sales leads and getting their attention. What do you do when you finally get ahold of them and they tell you that they are about to sign up with one of your competitors? How do you work through this so it doesn’t stop you in your tracks? Here’s my tip to get unstuck and win the business.
Have complete empathy with your sales prospect
They’ve gone out to market. They’ve gone through a whole sales process and you’ve landed on their doorstep at the last possible minute. So you just need to show that you really care and that you understand that to get your foot in the door.
Completely forget about your sales process
They’re at the end of the buying cycle. You need to quickly understand what they love about those competitors and why they’re thinking of buying so you can really show them what makes your solution the best.
Focus on your competitive advantage
So how do you push home that competitive advantage? First of all, demo the product and demo the parts that they’re going to care about very, very quickly. Get them on a free trial and get them using your product as soon as possible. And make sure that you provide them with some sort of competitive analysis so they can clearly see how you can help and how you’re better.
I hope this helps next time you need to get unstuck!