Sales Effectiveness – Gift #4

Sales Effectiveness – Gift #4

Kormac Insights

January 19, 2021

Sales Effectiveness – Gift #4
Prove Your Mettle

Next in our series of sales effectiveness tips is Prove Your Mettle. After qualifying and confirming a client’s need, the next step is demonstrating qualification to meet that need. Below are a few prerequisites for a compelling value proposition.

The Kormac Group meets clients at their point of need with a fully customized engagement approach, project scope, and elite team. We have no minimum or maximum engagement size, thus we engage to address any client requirement.

Related Insights

Sales Gift #1

Sales Effectiveness Sales Gift #1: Start by Listening - stop pushing - respond to client needs - build the relationship - foster meaningful connection

Sales Gift #3

Sales Effectiveness Sales Gift #3: Qualify the Need - confirm urgency - define, articulate, and quantify - establish scope, size, and range - understand decision process and culture

Sales Gift #2

Sales Effectiveness Sales Gift #2: Establish Credibility - arrive early and prepared - listen and question with empathy - be brief, direct, candid, and clear - handle objections with grace - know your limits - respect their schedule - prioritize the relationship

Sales Gift #5

Sales Effectiveness Sales Gift #5: Securing Commitment An effective closing involves: - recap of needs and benefits - articulation of plan, investment, and timeframe - calculation of delay/inaction opportunity costs - risk identification and mitigation - pace and patience; no shortcuts - empathy for hesitancy and doubts - resolution of final concerns - relentless focus on the goal