As the end of the year approaches, it is a time most sales people are trying to win year end deals. However, there are key mistakes salespeople make that end up adding a false sense of urgency and a need to discount their products or services. In this episode, I share the key steps to increase your success for year end deals by showing up the solve the clients problems instead of just selling.
Quotes:
"The biggest mistakes that I see people make those come down to creating a false sense of urgency."
"Accept the fact that sometimes our urgency is not aligned with their urgency and if it's not, then rather than jeopardize the relationship and try and push for a deal when it's not right, just be willing to push things off a little bit."
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
171 | Understanding Today's B2B Buyer, Jack Quarles
170 | Speak Comfortably To A Crowd Of Any Size, Amy Port
169 | Hidden Networks That Can Transform Your Career And Life, David Burkus
168 | Gain Customer Insight The Right Way, Bob London
167 | Avoid The Sales Quota Trap, Ian Altman
166 | Recruiting Strategies To Build a High Performance Sales Force, Sean Sykes
165 | Rethinking the Customer Experience, Geoff Ramm
164 | Overcoming Fear in Sales And Business, Waldo Waldman
163 | What Distinguishes a Good Sales Team from a Great One?
162 | The 60 Second Sale, Dave Lorenzo
161 | Word-of-Mouth Strategies that Drive Sales, Jay Baer
160 | How One Company Grew by 30% In One Year with Fewer Salespeople
159 | Bad B2B Sales Prospecting Strategies and How to Avoid Them, Bob London
158 | The Key to Selling is Trust, Ian Altman
157 | The Science of Humor (and How to Use it in Business), Andrew Tarvin
156 | Marketing & Sales in the Age of Social Media, Erin Gargan King
155 | Modern Sales & Marketing Techniques, Amy Franko
154 | Using LinkedIn to Form Authentic Connections, Ian Altman
153 | The Danger of Marketing Gimmicks, Bob London
152 | Why Success Requires Setbacks - Lessons From Mt. Everest, Alison Levin
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