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:
Create Engaging Live Events with David Fishchette
The Secret Formula To Gifting In Sales with John Ruhlin
What Artificial Intelligence and ChatGPT Can Teach About Selling
Lead Like A Recovering Addict with Michael Brody-Waite
Why Do Deals Linger?
Stop Random Acts of Marketing with Karen Hayward
What Bad Driving And Bad Selling Have In Common
Holiday Replay : Why Questions Are Most Powerful Than Facts In Sales
Biggest Mistakes Selling with Channel Partners
Why Most Proposals Suck
Gratitude For The Same Side Selling Community
The ONE Question Salespeople Need to Ask for Success
The Worst Way to Cold Outreach
Recruiting Is Selling Careers
3 Biggest Voicemail Mistakes in Sales
Avoid The Sales Kickoff Meeting Traps
Keys to Effective Communication with Darcy Webb
Traps in Structuring a Sales Organization
The Bad and Great of Customer Experience
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