Mike Schultz's Blog, page 12

Sales Psychology: 3 Questions to Change How Buyers Think

The best sellers do more than just close sales. They reshape buyer thinking and drive change through the value they provide.

We call this insight selling, and it hinges on the concept of cognitive reframing.

13 Tips to Master Your Next Proposal Presentation

As one of the final steps to close a sale, the proposal presentation is essential to answering lingering questions, demonstrating impact, and connecting with decision makers.

While there are several things to keep in mind for the presentation itself, just as important is the preparation you do before the meeting. Asking key questions of your buyer and working with your internal team will give you the edge you need to outshine your competition.

Understanding and Building Sales Impact Models

You can be spot-on building rapport with your buyers and uncovering their needs, but without communicating the impact of what you’re selling, you—and your initiative—won’t be a priority.

When you’re able to understand and articulate the impact of your solutions, you can help buyers start thinking differently.

[Checklist] Tips to Build Value in Sales Negotiations

In our sales negotiation research, we studied the factors separating the best negotiators from the rest.

According to buyers, six out of 10 sellers cave on price at some point in negotiations.

While it may be tempting to concede on price to secure a sale, a single concession can make a buyer expect more later on. Lowering the price also says a lot about the value you place on your offerings. If you don't value it, why should your buyer?

Additionally, 62% of buyers agree they have the flexibility to pay more for a solution if the seller demonstrates it's worth it. There's money on the table and it's up to sellers to claim it.

17 Tips to Take Your Prospecting Skills to the Next Level

66% of respondents agree that people in their organization don’t dedicate enough time or energy to prospecting, according to our Top Performance in Sales Prospecting research. Beyond that:

Sellers: Use This Problem-Solving System to Lead Strong Discussions with Buyers

When it comes to solving what may appear to be an intractable problem, sellers and sales managers are often at a loss for how, exactly, to lead the problem-solving process.

How to Fill Your Sales Pipeline

Tell me if you’ve heard this one before: “Put me in front of ten buyers and I'll close seven of them. All I need is more meetings.” I hear this from sellers all the time. They're convinced they'll get the hits if they just get more at-bats.

But where are those at-bats going to come from? No salesperson ever hit home runs by sitting back and waiting for the phone to ring or their email to ding. To succeed in sales, you need to proactively generate a consistent stream of new leads to fill the front end of the pipeline.

[SlideShare] 22 Sales Tips for Hybrid Selling

In a hybrid sales environment, you need to be able to meet and engage buyers wherever they are.

If you want to generate the best opportunities and set yourself up for success, you need to prepare.

And there’s no better way to prepare than by using data-backed findings on what’s working (or not!) for the most successful sellers.

The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades.

In this deck, we share ideas, tips, and resources to help you prepare so you can create your own luck.

Your Top 10 Sales Resources of 2021

For most sellers, the focus of 2021 has been about adapting to the new sales environment.

Those who got ahead in 2021 did so by adopting new methods to stand out and stay competitive. For many, this meant excelling in a virtual environment.

But virtual selling is only one piece of the puzzle. Fundamental relationship-building skills and mastery of sales conversations, among many other factors, allowed savvy sellers to gain an edge.

Happy Holidays from RAIN Group

In the spirit of the holiday season, we’re pleased to share three organizations that have touched our hearts this year: