That’s a great list for sure! I would agree with all of them. I would add something on a follow-up or re-engagement. Whether you make the sell or not I would set up a 30/60/90 day plan to follow-up and re-engage.
If you made the sell you are ensure the problem is solved. If you did not make the sell you are seeing if their situation has changes.
It’s a great way to understand the value you bring as well as figure out the next problem you customers will need solved.
I when more in depth in a recent post, thought it would add to this topic.
Do it if you have a reason to. First five customers? First time to land a client to foster future deals? Be explicit about the reason of the discount 'to invest in the relationship' or something.
Good list. I would add that you need to quickly match up the customer's needs with what you can do for them (have done for other other customers). Even better to assess how important that need is to address (must have or nice to have).
Great framework for sales conversations. The point about discovering real need is key; it applies equally to assessing credit risk and payment terms on the finance side. If you explore that angle, TCLM (Trade Credit & Liquidity Management) covers trade credit and liquidity, might find it useful.
That’s a great list for sure! I would agree with all of them. I would add something on a follow-up or re-engagement. Whether you make the sell or not I would set up a 30/60/90 day plan to follow-up and re-engage.
If you made the sell you are ensure the problem is solved. If you did not make the sell you are seeing if their situation has changes.
It’s a great way to understand the value you bring as well as figure out the next problem you customers will need solved.
I when more in depth in a recent post, thought it would add to this topic.
https://open.substack.com/pub/engsales/p/tft-re-engage-with-timing-not-nagging?r=jhbvp&utm_medium=ios
Thanks for sharing!
Definitely no proposal on the first call - we put this in the "premature articulation" category 😳
Love it!
Really good, succinct. Very easy to read to. Thanks.
Great tips. So important to understand sales psychology.
Would love to read your take next on discounts and custom deal.
Do it if you have a reason to. First five customers? First time to land a client to foster future deals? Be explicit about the reason of the discount 'to invest in the relationship' or something.
Good list. I would add that you need to quickly match up the customer's needs with what you can do for them (have done for other other customers). Even better to assess how important that need is to address (must have or nice to have).
3 is my favorite bebhuman and have real conversations.
I would add that buyers are a hell of lot knowledgeable about what they buy vs what it used to be.
Used to be you had to know your product inside out you still do it just doesnt matter.
Buyers are looking more for alignment and fit.
They want validation you can do what you say you can do.
So my added one get deeper with questions, the right questions are what set you a part.
Great framework for sales conversations. The point about discovering real need is key; it applies equally to assessing credit risk and payment terms on the finance side. If you explore that angle, TCLM (Trade Credit & Liquidity Management) covers trade credit and liquidity, might find it useful.
(It’s free)- https://tradecredit.substack.com/subscribe