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The Sales Podcast


Sep 10, 2019

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  • What is your "past value delivered?"
  • Your Champion needs to be able to answer to the bean counters how you are delivering an ROI
  • You have to remind your customers how good you are
  • Determine what success looks like with your prospect before they buy so you both know what the expectations are
  • Harvard Professor Theodore Levitt, "People don't buy a quarter-inch drill. They buy a quarter-inch hole."
  • Salespeople push to a closed deal
  • The buyer is terrified once they close
  • Our customers are not professional buyers
  • They buy outcomes
  • Change is the catalyst for new opportunities
  • Stick around and deliver value after the sale
  • You must know why they bought
  • There is so much turnover with both your sales team and at your companies
  • Somebody has to stick around and own customer success
  • The good and bad comes from the sales side
  • There are more influencers on the buyer's side (9.3 on average)
  • The buyer wants to know "Who understands me and what I'm trying to accomplish?"
  • The fundamentals have not changed but they are not being followed
  • Buyers have too much information. It's noisy.
  • Buyers have been abused by past, shady, pushy salespeople
  • How did you get that meeting? Why are you in front of the prospect?
  • Don't show up and throw up!
  • Have an agenda for the sales meeting.
  • "Lead them to your solution not with your solution."
  • Play hard to get. There's value in scarcity.
  • Does technology make you more effective?
  • You send novels about you and confusing spec sheets
  • You must help your champions sell internally
  • Focus on 7 simple slides covering the customer journey
  • Uncertainty is at a high
  • How do you align the buyers?
  • How do you find out what you don't know?
  • You need to be able to ask the right questions
  • You don't have to know it all
  • Narrow down the choices and ask which one is best
  • Once they choose ask "How can this be improved?"
  • This helps the buyer own the deal they can sell internally

Get all of the show notes for every episode of The Sales Podcast with Wes Schaeffer, The Sales Whisperer®.

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