Blake J. Harber’s Post

My top selling clients know that price isn’t the biggest factor alone to close the deal. The major deals require additional tactics. 𝐈𝐧 𝐨𝐫𝐝𝐞𝐫 𝐭𝐨 𝐛𝐞 𝐚 𝐬𝐭𝐫𝐨𝐧𝐠 𝐬𝐞𝐥𝐥𝐞𝐫, 𝐲𝐨𝐮 𝐧𝐞𝐞𝐝 𝐭𝐨 𝐭𝐡𝐢𝐧𝐤 𝐥𝐢𝐤𝐞 𝐚 𝐛𝐮𝐲𝐞𝐫. Here are a few other tactics I often see clients forget: 📣 𝐓𝐡𝐢𝐧𝐤 𝐥𝐨𝐧𝐠-𝐭𝐞𝐫𝐦. If you can unlock how a deal will serve a partner in the long-term, your prospect may come to the table more readily. 📣 𝐀𝐬𝐤 𝐭𝐡𝐞 𝐫𝐢𝐠𝐡𝐭 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬. Put yourself in the prospect’s shoes! If you were on the other side of the table, what questions would you ask? 📣 𝐂𝐨𝐧𝐬𝐢𝐝𝐞𝐫 𝐭𝐢𝐦𝐢𝐧𝐠. Your strategy should involve the seasonality of your prospect. Prepare for the sale by learning your prospect’s revenue over time. What tactics do you feel are often forgotten about in big sales? #salesexpert #salesadvice #salesstrategies

Unlock the Secrets to Closing Sales Like a Pro! 💼✨ Discover proven tricks and techniques to confidently seal the deal and turn prospects into satisfied customers. From building rapport to asking for the sale, let's master the art of closing sales together! 1 .Build a Connection: Make friends with your customers by being friendly and helpful. 2 .Create Urgency: Let your customer know if there are any special offers or limited-time deals. 3 .Offer Solutions: Show your customer how your product solves their problems. 4 .Check Interest: Ask your customers if they're interested in buying your product. 5 .Ask for the Sale: Finally, ask your customers if they would like to buy your product. Follow us to unlock even more sales tips and tricks! Don't miss out on valuable insights to boost your success in closing deals and achieving your business goals. Let's elevate your sales game together! #BrandGalaxy #Sales #Connection #Brands #Distributor #Business #Brand #ConnectionBuilding #SmallBusiness #BrandOwner #SmallBusinessOwner

Every sales person should use this approach! Tip Tuesday 🙋♀️ Instead of asking, “Can you sign the contract?" try saying, “Does it make sense for you to sign the contract?" “Does it make sense to get on board with XYZ …?” I've found that people prefer not to be told what to do. By phrasing it as a question, it allows them to feel in control and more likely to agree. This technique also aligns with my approach of helping and not being one that pushes my services on others. #sales #negotiationstrategies #communicationtips

You’re probably losing deals before your sales team even gets a chance to pick up the phone. Why? Because buyers are making key decisions long before they ever speak to sales. According to the latest 6sense Buyer Trends study, 81% of B2B buyers have already chosen their vendor before their first sales call. Let that sink in. If you’re relying on your sales team to influence decisions, you’re showing up way too late. → Buyers are doing the heavy lifting on their own, reading reviews, comparing vendors, and asking their peers for recommendations. → Buyers trust their peers and the content they find on 3rd-party platforms far more than any sales pitch. Do this instead 👇 → Build trust early with high-value content that solves real problems. Without selling. → Leverage reviews and testimonials. Let your happiest customers to do the talking for you. The buyer’s journey is changing, and brands that align with this new reality will win big going into 2025. Those who don’t, good luck. What’s your strategy for winning over buyers BEFORE they’re ready to buy?

To be better at sales, one has to first experience being a buyer. Here are some tips for becoming a better buyer: - Don't hold back information Buyers feel the need to withhold information in order to control the selling process and keep the upper hand. But this causes the opposite effect and prevents the sales person from getting the information they need and makes it more difficult to find the right solution for you. - Don't Be Defensive Salespeople are not the enemy. The best sales reps are eager to engage with you. They want to partner and help you. - Keep It Simple To be a better buyer is really easy. Once you’ve gotten a demo or jumped on a call do one of two things: 1)   If you’re interested, say that. 2)   If you’re not interested, say that and why you’re not interested. Every salesperson appreciates feedback especially if they've taken the time to prepare for a call with you. One last tip, don't focus on the price first. Focus on the value first and the price last. Find solutions that meet your requirements than compare on pricing afterwards. #selling #buying

Discover how the Sandler Selling System is aligned with the buyer's journey. https://hubs.ly/Q02rMwj00

“People hate being sold, but... please follow a rigid sales process that makes people feel like they are being sold." Yikes. IMO, this is the biggest misalignment in sales. Don’t get me wrong: I love sales process. Companies need to teach sales process, and AEs need to master sales process. But the key to becoming a top performer is to be so good at sales process that you can adapt it to win. Here's one simple tweak to get you started: Stop thinking, "How do I get my buyer to the next step in the sales process?" Start thinking, "What does my buyer need from me to get to the next stage in their buying process?" Sure, this may mean you give pricing before discovery. Could mean you show a bit of a demo on the first call. Great sales process + buyer-centric flexibility is hard to beat. Supporting your buyer on their journey may lead to "breaking" all sorts of rules. But I'd rather break some rules and win instead of following the rules and lose.

❗ Buyer Stage: Solution Awareness ❗ We’ve reached the third buyer stage - solution awareness. Your buyers know that there’s a solution to their problem - now, you just need to convince them that you understand the solutions that are appealing to them and that you are an expert in that space. For example, if your buyer has an issue with their self-esteem, and is aware that there are solutions for that, how are YOU going to convince them that you have a solution that they would want? Give me your two-sentence sales pitch in the comments!

The worst thing you can do in sales is to assume: If you are reading this - stop making assumptions. Instead Test your assumptions about: The target market Knowing their need. The validity of the offer you have made Now go ahead Do this. (that's hardest)😊 PS : Join 519 smart sellers who receive my weekly free sales newsletter "the authentic seller" every sat at 5 pm. get practical tips and insights to get better at sales - the right way.

"Sell me this pen" If you've watched The Wolf of Wall Street, you probably remember the scene where Jordan Belfort asks a peer to sell him a pen. His peer immediately jumps in, describing why the pen is special, focusing only on its features. But that’s not real selling. In sales, it’s not about the product itself - it’s about the client’s needs. Too often, people try to sell without really listening, missing the chance to understand and solve their client's problems. Here’s how to truly connect with a client: 1. Ask questions to uncover their challenges and needs. 2. BE SILENT - (one of the most overlooked yet powerful techniques in sales) 3. Provide a solution that genuinely addresses their pain points. Selling isn’t about pitching; it’s about listening, understanding, and offering value. The next time you’re in a sales conversation, ask the right questions, be silent, and focus on the client not just the product.