Steve Richard’s Post

Wins and Losses – the language of sales and sports! Should it be?     When one side of a deal or negotiation wins, it insinuates that the other side lost. In relationship-based sales, do you want either side to start a relationship feeling that way? You may think of it as your competition losing when you win, but I'm not sure that's healthy either. Why are we 'selling' against our competition; why do we think of it like that? We should focus on serving the customer, demonstrating our value, and helping them move forward in the best way possible. Sell to your customers, not against your competition. I came across a comment a few weeks ago that labeled salespeople as professional losers - it's true in a sense; most of us probably 'lose' more deals than we 'win.' But if the customer makes what they consider to be a better decision to go in a different direction, why do we think of that as us losing? Would you truly prefer them to buy from you, just for the sake of a commission? Does that really feel like a win? In sales, the language of wins and losses can chip away at our values. Stay focused on serving the customer!  One of the most fulfilling experiences I've had in sales was calling a competitor to introduce them to a prospect that could be better served through their capabilities. I consciously prioritized the customer's needs and helped my competition 'win.' To be clear, nothing about that made me feel like I lost! Watching the Timberwolves get beat by the Mavericks last night made me feel like I lost.  

“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. Look, I get it. I empathize with companies trying to build sales orgs. Process scales and scale is necessary. Unfortunately, most scalable processes are built for the lowest common denominator. And top performers don't excel by following those processes better than their peers. The good news is that you can take the sales process you are taught and adapt it to become a top performer. 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. 

There's an old saying in sales: "If you want someone to buy from you, you need to sell them on yourself first." I call BS. Why? Because, the modern consumer is smarter. They are less likely to buy from someone just because they like them. Instead, they want value. They want insight. They want strategies and playbooks. That's why I say: "Lead with value to earn more sales." Provide information that is valuable to your prospects. Show them that you know what you're talking about. Gain their trust by being an expert in your field. And only then, once they see your value, will they buy from you. It's a sustainable strategy, not a shortcut. So, let's lead with insight and make more deals.

After a lost sale, take a moment to reflect on the experience before diving back into prospecting. When you lose a deal, it’s easy to blame it on pricing. Think about why a client makes decisions for reasons other than price will allow you to reflect on the full value of the solution. It will also allow you to take a broader look at how your own offering stacks up in a competitive landscape. This reflection can help you identify any gaps in your sales technique or areas for improvement.

🔅 Your Unique Value 🔅 When it comes to value propositions and selling it seems so often that we may forget what or should I say who, is the differentiator in the equation. The simple answer is YOU. Your are the difference most of the time. While the company you work for or have certainly has products and services you solicit, it is YOU that is the Unique piece. For example in my industry a lot of my competitors sell similar product lines, similar services and so on. It's very saturated from that standpoint. Where the difference comes in is our people and the partnerships they develop while solving problems for our customers. That sales rep and/or leader, location manager, delivery driver and so on make the experience the customer has part of the value proposition. So the question I have for you is: When you are selling, do you have an "elevator pitch" ready to go about why someone should buy from YOU ? I believe a lot of sales team members are incredible at selling the brands, services and company story. However what they need to get comfortable with is the Unique Value they bring to the equation and how to effectively present it as part of the proposition. We all know people buy from people, so why leave out such a keystone part ? If you're reading this and realizing you don't have one, now is a great time to get started on your pitch. Focus on key attributes that make you different from the rest like: - How you have helped other customers succeed - Your Follow up and Speed of Service - Your Accuracy and Knowledge Based on Tenure of Experience - Your Attention to Detail and Genuine Understanding of Their Business From there depending on what your prospect has shared with you in Discovery, formulate how those key attributes delivered from YOU, along with your companies offerings can genuinely solve their current opportunities. If you can wrap all that up and follow through on it you are bound to be an elite seller in any industry. ❤️ Remember You are the differentiator in the equation so don't forget how to pitch yourself and the Unique Value you bring to the table as its worth more than you can imagine ❤️

Early in my sales career, I learned a powerful lesson that’s served me well: Never include, "no" as an option in your pitch. 🙅♂️ People are naturally wired to pick from the options presented. Think: Multiple choice quiz. 🔠 In fact, decision makers usually see the middle option as most prudent. So, if you don’t want to weaken an excellent proposal, never include “no” as an option. Instead, present 2-3 different courses of action you strongly believe in. They’ll be more likely to gravitate towards one of those alternatives. And you are more likely to come out of the meeting with a win. What's one piece of sales advice you'd recommend to others?

𝗗𝗼𝗻'𝘁 𝘀𝗮𝘆 𝗽𝗿𝗶𝗰𝗲 𝗮𝗹𝘄𝗮𝘆𝘀 𝘂𝗽𝗳𝗿𝗼𝗻𝘁 𝗳𝗶𝗿𝘀𝘁! We all find it challenging when it comes to closing sales, especially when our prospect or client asks, "What's the cost?" 💸 Friends, let me share something crucial about why you shouldn't directly state the price of your product or service! Let's dive in: Whenever you are pitching any product or service, it is essential to first understand and communicate the value and benefits your prospect or client will gain from the investment. 📈✨ Here's why it's not advisable to just tell the cost upfront: 1️⃣ 𝗛𝗶𝗴𝗵𝗹𝗶𝗴𝗵𝘁 𝘁𝗵𝗲 𝗜𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁: Instead of saying the price, explain it as an investment. For example, if they are spending ₹5,000, explain what ROI or problem it will solve for them. 2️⃣ 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝗧𝗵𝗲𝗶𝗿 𝗡𝗲𝗲𝗱𝘀: Selling isn't about pushing your product. It's about understanding your prospect's budget and the problem they face. Then, highlight how your product can solve that problem. 🕵️♂️🔍 3️⃣ 𝗟𝗼𝗻𝗴-𝘁𝗲𝗿𝗺 𝗣𝗲𝗿𝘀𝗽𝗲𝗰𝘁𝗶𝘃𝗲: Even if a customer isn’t ready to buy immediately, make your sales pitch memorable. Your effort today could lead to a deal tomorrow. 📅🚀 Remember: Selling should not focus on forcing your customers to buy but on convincing them subtly by showcasing how your product solves their problems. 🗣️💡 I’m excited to hear from you all! What’s your approach to sales? Are you a problem-solving salesperson or a product-obsessed one? Let me know in the comments! 🗨️👇 For more insights like these, follow me! 🔔 #sales #business #closing #salestips #negotiation #b2bselling #vardhakgujrati #positiveimpact

Risk is the #1 killer of your deals. It’s not price. It’s not the value proposition ( although this is likely right behind it). It’s not timing or competing priorities. It’s not even a poorly run sales cycle. It’s risk. Your inability to make this a safe enough decision to compete with their status quo. So if you are a sales leader or founder, the most important thing you should be thinking thru for your product/service and your sales team is “how can we de-risk this purchase?” Bonus - ONCE you’ve de-risked your solution and they are still not moving forward you likely have a value prop issue. What are you doing to de-risk buying with you?

Most Sales Professionals Are Leaving Money on The Table... It's not just about closing deals. It's about closing them right. 🔹 Your Deals Could Be Better: Many sales teams focus solely on making the sale but miss the mark on negotiating favorable terms. A strong negotiation can turn an average deal into a blockbuster. 🔹 Price Isn't Everything: If you're only negotiating price, you're missing out. Great negotiators know how to add value in multiple ways, making deals more attractive for both sides. 🔹 The Shocking Training Gap: Only 15% of salespeople receive negotiation training. Think about the untapped potential if your team had these critical skills. 🔹 Overcome Negotiation Anxiety: Negotiation can be daunting, but the right training turns fear into confidence and strategy into success. At Aligned, we're on a mission to change the game. Let's unlock your team's full potential together.

Never Stop Dreaming: Fueling Your Sales Fire 🔥 Sales can be tough. But top performers have a secret weapon: relentless dreams. Why? Dreams fuel motivation - that lighthouse guiding you through stormy rejections. They unlock potential - pushing you beyond limits and into new sales strategies. Dreams make you bounce back - setbacks become stepping stones on your dream path. Turn Dreams to Sales Action: SMART Goals: Don't just dream big, plan big with achievable milestones. Visualize Success: See yourself crushing targets and celebrating wins. Rekindle Passion: Remember what excites you about sales - that's your daily fuel.