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:
From $100 million to $600 million in Six Years with Rob Lynch
Biggest Mistake in Sales Management
Show Up To Solve Not Sell
Status Quo Losses Are Business Vampires
How to Recover from Botched Client Interactions
How to Improve Zoom Meetings with Adrian Salisbury
They Asked for a Proposal - Now what?
Top Sellers are Skeptical, Not Optimistic
Business Lessons from the Floundering Founder
Why You Shouldn't Ask for The Decision Maker
The Secret to Big Little Legends with Gair Maxwell
Why Selling With Integrity Matters
Why Questions Are More Powerful Than Facts in Sales
Keys to Success for Big Client Meetings
Holiday Replay: This is Marketing featuring Seth Godin
Holiday Replay: Fixed vs. Hourly Billing
Why Excited Customers Ghost Sales People
Stand Out from the Competition with Matt Certo
Sharpen Your Competitive Edge with Jose Palomino
Why Sales Deals Are Not Closing
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