The Filling The Funnel Blog
By John Barrows
By John Barrows
Our products and solutions are being commoditized by the customer whether we like it or not. In Sales, we can and should keep fighting to differentiate ourselves through our solution’s value, but it’s how we approach and interact with our clients that will set us up for the big successes. The way we manage the sales process and how structured and professional we are makes the difference between winning and losing.
You just don’t get it. That’s what I wanted to say to a guy this weekend and what I want to say to a lot of people these days.
Sales is one of the most difficult professions in the world. There are so many variables in what we do on a daily basis it’s hard to keep everything in line. Here are some common challenges we all face and some actionable tips on how to address them.
We’ve all heard these phrases way too often: “we don’t have any budget” or “budgets are fixed.” They’re similar to the “it’s not you it’s me” line which, unfortunately, I also heard too often in my earlier years. That said, all of them are crap. READ MORE
I love how some people say that “closing just happens.” They say that all you have to do is get a bunch of yeses throughout the sales process and eventually the client will sign the contract. No, they won’t! You have to ask.
Closing is like skydiving. The reason the instructor is strapped to your back when you go skydiving is first to make sure you don’t die, but second to make sure you jump. Most people would chicken out when it was their turn at the edge of the plane. The instructor is there to give you a little nudge and lean forward so you follow through. It’s the same with closing. Closing is not natural and it takes practice. READ MORE