Category: consultative selling

Posted on

The ABCs of Selling Worksheet with Diane Helbig #389

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The ABCs of Selling Worksheet with Diane Helbig #389

Did you listen last week to the ABCs of selling? This week  returning guest Diane Helbig.  Diane shares the ABCs of selling worksheet and focuses on the importance of first selling YOU as a person, then the company, and lastly, the product or service.  Let’s get organized!

Sales Worksheets Mentioned

In the interview Diane and I walked through the following worksheets.  We gave examples on how they can be filled out and used when selling.

    • Why people buy worksheet
    • Top Client characteristics worksheet
    • Top Client origins worksheet
    • 30 second introductions options
    • Discovery meeting questions worksheet
    • e-Newsletter and social media postings
    • Prospect script worksheet

Take Action

During the pandemic it’s been hard to connect with prospects. Use the phone. Call them up and find out first what’s going on with their business. Many companies are struggling, some finding huge success, most challenged by staffing.   Start with asking “how are you?”  Then listen and respond with help if you can.

How To Find Diane Helbig

Diane on Social Media

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

The ABCs of Selling with Diane Helbig #388

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The ABCs of Selling with Diane Helbig #388

Did you know that the more you think about selling, the less you sell?
Our guest is author and sales consultant Diane Helbig. Diane shares the ABCs of selling and those ABCs are not what you think. Learn how to succeed in selling, without selling.

Don’t Sell Focus on the ABCs

The more you think about selling, the less you will sell. The story arc is that too many non-salespeople are using practices that don’t work and aren’t enjoyable. So they aren’t getting the results they want.

    1. We need to change our mindset about sales.
    2. Curiosity so important
    3. There are better way to network.  Ask how you can help, be curious of their challenges.
    4. Don’t try to make a sale, just try to schedule a meeting

ABC – Always Be Curious

Take Action

Reach out to five people and inquire:

    • how’s business?
    • how’s it going?
    • how are you doing during the pandemic?
    • how are you moving forward?

How To Find Diane Helbig

Diane on Social Media

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

How To Engage Decision Makers and Close with Oscar Chavez #387

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Engage Decision Makers and Close with Oscar Chavez #387

Are you struggling to get in front of the decision maker? Are you calling,  emailing, and not getting any traction? Are you talking to a prospect and it’s just dawned on you, this person doesn’t have the authority to buy? Today’s guest has the solution to this vexing challenge. Oscar Chavez is a member of the Board management consultant service. He shares steps for executive engagement, how to manage large strategic deals and avoid getting trapped by non-decision makers.

Avoid the Non Decision Makers

People with plenty of time to meet  are probably not the decision makers. To advance the sale you need to understand the process companies use to make buying decisions.  Focus top down when deals get stuck says Oscar. More often than not, you’re not talking to the right person.
How do you do this? Reach out to the C-suite exec and ask “where shouldn’t  you be spending your time ?”   The answer will open up opportunities for you to share how your solution may help.   Set aside any fear of perturbing your initial contact. The key to success is advancing the sale.

3 C Close

When it comes times to close the deal Oscar recommends you:
    • Curiosity – try to understand their world and their challenges
    • Creativity – position your solution within their challenges. Show how you can help
    • Commitment – always end a meeting with a next step to prove commitment

Take Action

Send an email with a unique subject line. In a few days convert to a calendar invite and propose a time. If they accept that’s great, if not, reset keeping you top of mind.

How To Find Oscar Chavez

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

Buyer Centered Selling with Tom Williams #384

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Buyer Centered Selling with Tom Williams #384

Who’s the got the money?  Who’s got the pain, the problem or the aching desire to be fulfilled? In short, it’s the buyer. Yet in the industry of sales, the focus is always on what the “sellers” should be doing, how the seller should act, how the seller needs to be resilient and tough and tenacious and have a mindset that never gives up.  But today’s guest, Tom Williams has a different take on this. He believes that we should adopt Buyer Centered Selling and start to focus our energies on how buyers buy versus how sellers sell. He believes we should let the buyers take control of the sale, to follow their lead and mitigate the risk of choosing something new. Our greatest competitor is the status quo. By taking Tom’s approach we can find solutions that are a win for both the seller AND the buyer.

Dump your sales process and adopt a buyer centered process.

Buyer-Centered Selling

Buyer-Centered Selling provides sellers strategies and tactics that help the buyer address eleven dilemmas likely to slow and obstruct the buying process. Tom shares that buying and selling are inextricably connected in their focus on helping the customer buy.

Without the collaborative efforts of both seller and buyer, many buying processes are doomed by lethargy, fear and eroding internal support from the buying community. By focusing too much on the seller, it leads to bad behaviors in hopes of “closing a deal” vs solving a buyer centric problem.

Take Action Advice

There is risk in any buying decision. It’s the sellers responsibility to uncover those factors and craft solutions that address all concerns. If you can do that, you can close deals.

How To Find Tom Williams

Tom’s book, Buyer Centered Selling is available on Amazon https://amzn.to/2kq7xwc and  https://amzn.to/2LJ057j and in bookstores worldwide  

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

How To Sell More in Less Time with Melinda Chen #383

Melinda Chen Sales Trainer

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Sell More in Less Time with Melinda Chen #383

Melinda Chen Sales TrainerHow can sellers stay motivated? How can you sell more in less time and how can you get the attention of decision makers? These are challenges Melinda Chen hears daily in her of Women Making Big Sales  group. Melinda is a account manager in the sports industry as well as a run her women’s networking group. In this episode Melinda gives advice on time management, how to create  a hook that grabs the interest of decision makers, how to stay motivated when deals stall, and how to sell more in less time.

Every sellers needs three things, a Sales System, Time Management and the right Mindset. We discuss them all.

Sell More With a Hook

The “hook” in your message is more important than your message. The hook is the reason you are reaching out. It must be clear the prospect understands what’s in it for them. The email should be short and succinct.  The hook is actually more important than the content of the text says Melinda. Why?

Your clients are inward focused. To sell more you should:

    • Know your client’s industry and emerging challenges
    • Create a hook that includes a low ticket gift, pdf checklist or paper
    • Build a solution that aligns with their challenges

Sell in Less Time

Melinda recommends sellers build a time management system where you batch your sales activities. Break work down into different chunks e.g. research, message crafting, looking for leads, LinkedIn, etc. She also recommends building email templates and customizing the messages.
Have a power hour where you focus on one thing. Spend each hour with intent and stay on task.

Take Action Advice

Have a strong mindset, stay motivated to take big actions, don’t get worried about people who don’t get back to you. This is the key to 100% top performance.

How To Find Melinda Chen

You can find Mark all over the internet sharing cold calling tactics.

    • Website: WomenMakingBigSales.com
    • Facebook: facebook.com/womenmakingbigsales/
    • Check out Melinda’s follow up strategy:  https://womenmakingbigsales.com/foolproof-formula-to-writing-a-kick-ass-follow-up-email/#comment-118
    • Sales Babble Episode 114:  https://www.salesbabble.com/sell-big-clients/

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

Cold Calling Tactics in a WFH World with Mark Hunter #382

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Cold Calling Tactics in a WFH World with Mark Hunter #382

What’s the future of sales look like in a Work From Home (WFH) world? What happens when your prospect is not in the office, not answering their desk phone, rarely on LinkedIn and not responding to email?  What’s a salesperson to do?  In this episode returning guest Mark Hunter shares cold calling tactics in a WFH world. He gives practical advice on cold calling, leaving voicemails and how to follow up with an email. If you feel like your prospecting is in neutral,  this is the episode for you.

Cold Calling is Not Dead

A year ago when everyone was working at home it was easy to get someone on the phone. But now a year later, it’s turned a  360. Nevertheless, there are limits to what social media can do to warm up a cold call.

One cold calling tactic Mark recommends is to no hesitate calling their cell phone. If they’ve given it to you (like on a business card), you have permission to call. The trick is to make sure your call HAS VALUE!

Leave voice mails, with each voice mail sharing little more about the benefits your solutions can provide.  Be very specific when prospecting. Know your niche, know the EXACT title and role of your ideal prospect.

Lead with a question, when every you engage, either in person, on the phone, via email or social media. Make it easy for them to respond and for you to discover if they are qualified,

How To Find Mark Hunter

You can find Mark all over the internet sharing cold calling tactics.

Use this link to get the  14 Things Great Salespeople Do:   https://thesaleshunter.com/14-things-great-salespeople-do-ebook/

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

 The Enterprise Sale from A to Z with Paul Lesser #381

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

 The Enterprise Sale from A to Z Paul Lesser #381

Enterprise sale Paul LesserI try to keep things simple at Sales Babble and avoid the complex. But’s that not possible with today’s topic. When you’re selling a high ticket item, that requires a number of people to sign off, you know this sales is not going to be a cake walk. We call this the Enterprise sale or the complex sale and there is a specific strategy for ensuring success when you’re in this situation. But I’m getting ahead of myself.  I’ve asked Paul Lesser to join the pod today. Paul is a sales guy. Never been a manager, never wrote a book and he’s not trying to sell you squat. He’s just an incredibly talented sales professional who get fired up and giddy with joy when it comes to the enterprise sale. In this episode Paul walks us through his sales strategy from A to Z

Enterprise Sale Quarterback

The enterprise sale revolves around nurturing customer relationships, which means longer sales cycles and higher risk.  As the seller, you’re the most important element when it comes to securing and retaining enterprise customers. Top-tier companies demand personal attention and your company must provide tailored solutions for each one.

Enterprise sales are high-pressure, high-ticket deals. Paul recommends:

    • Using LinkedIn to discover and research prospects
    • Use the phone to reach out
    • Follow up call with emails and LinkedIn InMails
    • Try to meet in-person, not zoom
    • Commit to a long discovery process. Deeply understand their challenges.

The level of care from your sales team will be instrumental in closing these long-term corporate customers. It’s worth the time and cost investments, as these are the customers that can guarantee the most stability and revenue for you over the long term. You are the quarterback, running the plays and keeping the team on task.  If you do everything right, the deal will close itself.

How To Find Paul Lesser

    • This is Paul’s LinkedIn: https://www.linkedin.com/in/paullesser/
    • His company: www.nectarcorp.com

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

How to Know What Price To Charge with Cactus Raazi #380

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Know What Price To Charge with Cactus Raazi #380

How do you know what price to charge? How much is too much and how much is too little? Are you leaving money on the table? Setting prices for your products is one of the most important business decisions you’ll make.

In this episode pricing expert and author Cactus Raazi shares what to keep in mind when deciding what to charge. With his simple pricing strategy, you can discern tactics that will award loyal customers and grow your bottom line.

Not One Price to Charge, Many Prices

Most companies use pricing approaches developed before the internet, failing to harness modern analytics. Your customer relationships vary widely; shouldn’t each customer’s loyalty to your product or service be reflected in their price? Why charge everyone the same? Intelligent pricing makes better sense, 

Secondly, Cactus shared in this age of increasing price transparency, uniform pricing is no longer sufficient. The best way forward is to create personalized pricing for your loyal customers and resist the constant discounting pressure of internet price aggregation.

Price Tactics

In Price, Cactus Raazi provides guidance on building a pricing strategy that works for any organization:  

    1. Start by collecting key data on existing clients. Possible KPIs include:
      • industry
      • product set
      • value
      • mission critical
      • historical purchasing
      • urgency
      • longevity
    2. Analyze the data and delineate your ideal clients
    3. Build a two tier pricing structure: One for loyal clients, one for new
    4. Keep collecting data and repeat

Given that price transparency and aggressive discounting is here to stay, now is the time to refocus your pricing approach on your individual customer.

Take Action Advice on What Price to Charge

Take a risk and charge more! Don’t be a wimp and fear over charging. Your company has earned the value to provides.

How To Find Cactus Raazi

    • This is a link to the book “Price” on Amazon
    • Here he is on LinkedIn

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

How to Win Government Deals Fast with Jack Siney and Steven Bryan #379

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Win Government Deals Fast with Jack Siney and Steven Bryan #379

Did you know that 90% of the government purchases are no more complex than a regular B2B sale? In this episode Jack Siney and Steve Bryan visit form the Govcast to share advice on how to find, meet and close government organization that need what you sell. It’s not all RFPs and government red-tape. Learn how to win government deals fast, efficiently and successfully, 

Take Action Advice to Win Government Deals

Only 10% of government sales go to RFP. Somebody in government wants what you have and you can get it quickly. Yes there might be a bit more paperwork, but in most cases your the sole source for the product or service and if the prospects trust you, they will buy quickly. NO ONE wants to put a job out to bid.

Get ahead of the rest and start making relationships now. Get  P-Card for faster payment. Do all you can to take out the risk with quick answers, testimonials, and explanations why you’re the exact right vendor. Government agencies are risk adverse. Make the purchase easy for them.

Given all the extra money pumped into the economy via the CARES Act, now is the time for you to take action and win government deals.

How To Find The GovCast

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

Posted on

The 60 Second Sale with David Lorenzo #378

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The 60 Second Sale with David Lorenzo #378

60 Second Sale Dave LorenzoDave Lorenzo is the author of the book the 60 Second Sale – The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.  In this episode Dave shares the importance of understanding your  Ideal client, seller responsibilities, testimonials, and the importance of having a relationship report card,

Know Your Ideal Client

The most important element of the sales is the first 60 seconds. How do you do this. Dave shared the importance of deeply understanding your ideal client. They will be the model for prospects.  When building relationships have an external orientation that delivers instant value to prospective clients.

Meetings are opportunities to have relationships for a lifetime.

    • Give to your prospects before you ask for anything
    • Identify your ideal client – look at past best clients an choose the best as your model
    • Discover how to contact prospects on scale (ask about trade associates, news, and conferences). Immerse yourself in the world of you ideal client.

Three Responsibilities of Sales People

Too often sales people run into a sale with no preparation. Instead do your homework. Make your clients successful is to understand how you can help people:

    1. Make money
    2. Save money
    3. Reduce risk

Almost all value boils down to these three essentials. If you can address either or multiple concerns the more likely you will have sale success.

Think Long Game

Enterprise deals have many moving parts. It’s possible one of the stakeholders will not want your solution. You may not be able to persuade them to your side. The committee may want a unanimous decision.  But…. sometimes their decisions turn bad.  Deals sour,  decisions play out poorly, and you will be the first to have a second chance. Never burn bridges, play the long game.

60 Second Sale Relationship Report Card

Used to check the status of your relationships. You should be getting letters of recommendations and testimonials every month.  Write testimonials for your clients.  People want to be flattered.

Take Action Advice

Call your clients and check in. Good things will happen.

How To Find David Lorenzo

You can find David on social media as well as his book the 60 Second Sale. 

Get the free workbook and guide at Revenuereportcard.com 

    • Email:  dlorenzo at dlorenzo.com 
    • Website:  DaveLorenzo.com 
    • Phone:  (786) 436-1986 
    • LinkedIn: in/thedavelorenzo 
    • Twitter:  @thedavelorenzo 
    • Facebook:  /TheDaveLorenzoCompany 
    •  Instagram: @thedavelorenzo 
    •  Skype: davidvlorenzo

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: