“In the final 30–40 percent of your sales meeting, explore what the next steps should be in the sales process. This is where you absolutely must take control of the sales process by proposing and establishing specific next steps. Here are some great questions to ask: ● Would a product demo with more of the […]
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“Asking the right questions, the right way, is critical in the recognition of the needs stage of the sale. Confirm Questions: Start your conversations by confirming information that you know or learned from previous conversations, conversations with their colleagues, or research that you found. This includes information about the person, the company, and the problem. […]
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David Priemer has a 5-step framework in his book, “Sell the Way You Buy”. These frameworks are: 1️⃣ Polarization2️⃣ Juxtaposition3️⃣ Provocative questions4️⃣ Convictions5️⃣ Storytelling In this segment, David & I talked about the importance of polarization. Many startup founders started their business because they have a #mission and a #vision for their business. They also have the old way versus […]
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“If you want to be a top seller, you have to execute with science and empathy”. – David Priemer It was great having Founder and Chief Sales Scientist of Cerebral Selling, @David Priemer join me on the Startup Selling podcast. In this episode we talked about selling the way you buy—This means that you […]
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“Implementing = Learning” – This is a mantra I stress over and over with clients. When we’re making a change, learning a new behavior, or testing a new approach, we’re either going to win or learn. Either the strategy will work and we’ll enjoy the benefits, or we’ll learn from it. Ideas are fun. We can run […]
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