evidence

Want More Sales? Sell Less

Increase Sales Metrics by Targeting Solutions A buyer’s inherent objection that all high-performing salespeople deal with is doubt. I don’t mean doubt in the salesperson’s abilities or solution necessarily, though that certainly is a real factor. I’m talking about the buyer, the prospect, the patient, doubting whether or not they even have an issue that …

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Oh Yeah? Prove it!

Drive Sales Effectiveness by Using Evidence Once a salesperson has diagnosed the buyer’s problem correctly, he or she needs to present the right prescription in such a way that it persuades the buyer to see value in the solution or opportunity. A high-performing sales team knows they need to gain the high ground in order …

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5 Questions You Must Answer When Presenting Relevant Evidence

Presenting Relevant Evidence Back in a previous post, I outlined a sales call where the sales rep, after performing his diagnostic session, removed all documentation off the table, presented relevant evidence, and focused on the one solution that was going to address my challenge. I emphasize the fact that he removed all documentation off the …

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How a Sales Presentation used an Egg to Close a Financial Services Deal

In my training sessions and consultations, I find that many salespeople focus their attention on closing tactics. However, when you open your sales call correctly, execute your sales process in an above-board manner, and you wrap all of this in an effective sales presentation, the close happens effortlessly and naturally. Check out this example, showing …

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