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:
151 | Practicing Fundamentals to Transform Your Performance, Alan Stein Jr.
150 | Boost Revenue For Your Sales Organization, Manny Medina
149 | Common Mistakes Sales Professionals Should Avoid
148 | Using Humor to Connect and Engage, Marty Wilson
147 | Build and Strengthen Teams To Do Big Things, Craig Ross
146 | Earn Customer Loyalty and Advocacy, Lisa Leahy
145 | How To Talk About Your Competition, Ian Altman
144 | Double Your Business By Improving These 7 Areas, Pete Williams
143 | Staying Organized and Increasing Productivity in Sales, Jon Denn
142 | How to Infuse Comedy into your Sales Business, Matt Kazam
141 | Building an Effective Pipeline for your Sales Business, Ian Altman
140 | How to Increase Sales Productivity, Jill Konrath
139 Bob London | Avoid Making These Stupid Marketing Mistakes
138 Mitch Joel | Reboot Your Business
137 Craig Zawada | Is Your Pricing Strategy Costing You Business?
136 Neen James | How to Drive Profitability, Productivity and Accountability
135 Joey Coleman | Creating Remarkable Customer Experiences
134 Melissa Agnes | Prepare Your Organization For Any Crisis
133 Jim Cathcart | Update Your Sales Mentality
132 Ian Altman | Your Same Side Selling Academy Questions Answered
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