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We’ve uncovered pain, matched our solution, sent a beautiful proposal and…….got ghosted! In this session we’ll learn all about how to get agreement at every stage of the journey in preparation for the close:
Asking for the Business
Stakeholder Alignment
Mutual Engagement Plan
Gaining Commitment
Surfacing & Overcoming Objections
Objections have the ability to stop a conversation in it’s tracks and leave salespeople with nowhere to go except conceding defeat – but is this session we’re going to learn why objections are a good thing!
Closing on Buying Signals
Judging Level of Indecision
Contextual Questioning
Customer indecision is the “silent killer” of pipeline. Stuck in a state of analysis paralysis and fearful of making the wrong move, today’s buyers often find it easier and less risky to do nothing. In fact 53% of B2B deals are lost to “no decision” and rather than status quo being the enemy, it’s more often due to buyer’s lack of confidence and indecision:
Judging level of Indecision
Offering Expert Recommendations
Limiting & Leading the Exploration
Taking Risk off the Table
Imagine you never had to discount an opportunity again…. Now scale that across your entire team and organisation! The reality however is that many sales people don’t handle negotiations effectively, offering discounts without needing to. Expert negotiation separates high-performers and results in stronger price points and buyer relationships:
Negotiation
Active Listening
You’ve built value, been selected as the vendor of choice and the contract is all but agreed – now you need to navigate a procurement process. This process doesn’t need to be a battle and should in fact be a collaborative process to get the deal done:
Engaging Procurement
Building a Compelling Business Case
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