From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops
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Creating prospect value in B2B sales
From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops
Creating prospect value in B2B sales
- [Instructor] I frequently ask salespeople during training sessions how they have value for their prospects over and above their knowledge of their products and services. They're usually silent or can't think of anything. If you were asked that question, how might you answer? Prospects expect every interaction with salespeople to be valuable or they won't agree to a next meeting. Recently, I created a poll on LinkedIn asking about the main reason that prospects stall or stop. The number one answer was failing to gain commitment from the prospect for a next step. How can we overcome this problem? The biggest reason that prospects won't agree to a next step, is that they didn't receive enough value from the meeting. I have some proven easy to implement solutions that you can use. One of the participants in my training program was Leo, a senior seller with a professional services firm. Leo had the answer to my question.…
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