Tag: sales advice

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

Sales Effectiveness – Gift #5
Securing Commitment

Fifth in our series of sales effectiveness tips is Securing Commitment. After demonstrating value comes earning the client's wholehearted commitment. Why wholehearted? Because lasting success requires their engagement and advocacy, especially if their decision may face internal resistance. Related Insights Sales Gift #1 Sales Gift #3 Sales Gift #2 Sales...
Sales Effectiveness Sales Gift #4: Prove Your Mettle A clear, compelling value proposition starts with: - solutions effective in similar circumstances - case studies and examples of relevant work - subject matter experts with first-hand experience and insights - customized approach to addressing the need - client testimonials and endorsements - industry research and analysis

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...
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 Effectiveness – Gift #3
Qualify the Need

Next in our holiday series of sales effectiveness tips is Qualification of Need. After listening and establishing credibility with the client, the next phase of relationship development requires thorough investigation of client needs, expectations, and motivation. Ideally, this exploratory process engages both buyers and authorizers to qualify the need. Related...
Sales Effectiveness Sales Gift #1: Start by Listening - stop pushing - respond to client needs - build the relationship - foster meaningful connection

Sales Effectiveness – Gift #1
Start by Listening

Sales is the watchword this winter. As companies strive to rebuild momentum, many executives are realizing that their sales teams consist of more “farmers” than “hunters.” Teams that performed well in a favorable market are now struggling to deliver fruitful new relationships. Therefore, we’re sharing some sales effectiveness tips as...
B2B Sales New Rules (Same as the Old Rules) - know everything about your prospect before connecting - engage, listen, and address their needs - don't "sell" - add value with every touch - share articles, introductions, and meaningful solutions outside of your value chain - build trust by delivering as promised, every time New Approaches - virtual collaborations, including online meetings, webinars, roundtables, and educational opportunities - virtual happy hours and shared meals via delivery service - outdoor relationship building in socially distanced small groups (golf, hiking, biking, etc.)

B2B Sales
New Rules (Same as the Old Rules)

Kormac is helping several leading organizations to grow revenue despite the challenging market conditions. Some are expanding through strategic acquisition – especially vertical integration – while others are focused on shifting from transactional sales to subscription/annuity models. For those with B2B salesforces struggling to find traction, to follow are a...