Discussion forums are for members to gain real time answers and advice from peers and industry experts on mission critical issues and challenges. Join an existing thread or start a new one - get started today.

Attn:  Safari users - the site works best in Internet Explorer and Firefox (some editing functions may not work in Safari)
Forums > User Community Forums > Web Touch Selling
Subject: WebEx Sales Showdown 2 - discussion
 Add Tag
You are not authorized to post a reply.  
Page 1 of 212 > >>
Author Messages
Rating:
jeff.weinberger
Posts:20
11/13/2007 7:59 PM Alert 

Add your questions, comments and observations here! We'll continue our lively conversation!
jeff.weinberger
Posts:20
11/15/2007 8:53 PM Alert 

Question Submitted: How can I get my Pres, VP & Sales Manger (we are a small company) to buy into the process of tracking sales.  Keeping up with our program in which we keep all our lead and sales information?  Like you said, they think it takes too much time.  However, it actually creates the map for us.

 

What are your thoughts?
jeff.weinberger
Posts:20
11/15/2007 8:55 PM Alert 
Question Submitted: We are having a hard time with some companies. We have done all the testing needed, they want it, but it takes sometimes a months to get the actualy person who makes the deicion to get with us

What are your thoughts?
jeff.weinberger
Posts:20
11/15/2007 8:55 PM Alert 
Question Submitted: how do i convince an indecisive client on a solution they already agreed is what will work?

What are your thoughts?
jeff.weinberger
Posts:20
11/15/2007 8:56 PM Alert 
Question Submitted: What's the best way to market a "high ticket" item?

What are your thoughts?
jeff.weinberger
Posts:20
11/15/2007 8:56 PM Alert 
Question Submitted: : In attempting to close C Level (my potential clients) should I utilize the Plan instead of process methodology as well?

What are your thoughts?
jeff.weinberger
Posts:20
11/15/2007 8:57 PM Alert 
Question Submitted:We do have a dynamic webex and have had great feedback. However, do you suggest having two people hosting the call to keep it lively. Sometimes there is quite a silence.

What are your thoughts?
stuschmidt
Posts:10
11/19/2007 1:50 PM Alert 
Posted By stuschmidt on 11/19/2007 1:49 PM
Posted By stuschmidt on 11/19/2007 1:47 PM

Question Submitted: How can I get my Pres, VP & Sales Manger (we are a small company) to buy into the process of tracking sales.  Keeping up with our program in which we keep all our lead and sales information?  Like you said, they think it takes too much time.  However, it actually creates the map for us.

Without some method of tracking sales, how can they possibly predict the future?

Regardless if you are a small company, I'm sure there is someone who is responsible for business results. Who is that person? Is the President accountable to a board? How is the VP of Sales measured? What about the sales manager? I would be very surprised if no one is accountable for results.

Next, make the distinction between "leading and trailing indicators". A trailing indicator is "closed sales". Ask the question "how do these sales happen?" Is there some relationship between how many sales you work on vs. how many close? I'm sure there is.

If this doesn't make sense to your VP of Sales, find another sales job because you won't be successful in a company that does not value sales.

Nothing happens until somebody sells something.

[/quote]

 
stuschmidt
Posts:10
11/19/2007 1:57 PM Alert 
Posted By jeff.weinberger on 11/15/2007 8:55 PM
Question Submitted: We are having a hard time with some companies. We have done all the testing needed, they want it, but it takes sometimes a months to get the actualy person who makes the deicion to get with us

What are your thoughts?


Getting to the decision maker is always the hardest part of any complex sales cycle. I have six questions I like to ask of the gate keeper in order to surface the need to have a decision-maker-level discussion:

  1. What is the motive for doing this - in terms of your business objectives?
  2. What is the urgency to create the results - why do this now?
  3. What is the impact, payback or return that is expected?
  4. What are the consequences of doing nothing?
  5. What are the available resources or means to achieve the desired results?
  6. What are the perceived risks of making the trip?

The gatekeeper won't be able to answer these questions. You can easily tell them it will be impossible to create the right solution without the answers.

 
stuschmidt
Posts:10
11/19/2007 2:00 PM Alert 
Posted By jeff.weinberger on 11/15/2007 8:55 PM
Question Submitted: how do i convince an indecisive client on a solution they already agreed is what will work?

What are your thoughts?


Ask them two questions:

  1. What will happen if you do nothing? What are the consequences?
  2. What is it about what we've already discussed that you are still unsure about?

This will uncover both the urgency and the unspoken objections.

If these don't work, you are not at the right level.

 
Advanced Search
Log in/Register

 
Username:
Password:
Log In
Forgot Password? | Register Now

 

  

Only registered members have access to post to forums.  Register here or login above to begin.
Membership
Latest: Lourdes1
Name: Hidden Hidden
Location: Unknown, Unknown
Member Since: 10/11/2008
Professional Information
Company: Hidden
Position: Unknown
View Full Profile >
New Today: 0
New Yesterday: 3
Overall: 9345
Online Now
Recent Collaboration Posts
Recent Support Posts