Andy Mewborn’s Post

To learn something, you gotta ask killer questions. Most folks jump to solutions without asking much. But the real decision-making pros? They ask tons of questions and gather every perspective before locking in a choice. Here’s a killer set to get you started.

Should your sales team be focused on value-selling or solution-selling? In this fantastic Mediafly post by Jodi Cachey, she states, "66% of buyers say making a clear ROI case highly influences their purchase decisions," and "95% of buyers now require financial justification on any significant purchase." I would say the answer is clear- focus your energy on the value your product/service delivers. What metrics do your prospects and customers care about, and walk them through how you will help them go from a current state to a desired state. 

Here's why you're struggling to close deals… . . Almost all failed sales miss one crucial step: understanding the prospect’s pain. The Pain Funnel is a powerful tool for uncovering real issues prospects face. Use the infographic in your next presentation. Thank me later 😉 All you do is ask these questions (or come up with your own) and gradually move down the funnel until you have everything you need. **Key Steps:** 1. **Initial Questions:** - "What challenges are you facing related to [your product/service]?" - "Can you tell me more about these specific issues?" ➡️ Identifies if the prospect's problem aligns with your solution. 2. **Probing Questions:** - "How long has this been an issue?" - "What have you done to try to solve this problem?" 😡 Highlights persistent issues. 3. **Impact Questions:** - "What impact is this having on your operations?" - "How is this affecting your team/department/company?" ⚙️ Highlights operational inefficiencies. 4. **Emotional Questions:** - "How does this problem make you feel?" - "What would it mean for you if this problem were resolved?" 🥺 Connects emotionally with the prospect. 5. **Financial Questions:** - "What is the financial impact of this problem on your business?" - "How much is this issue costing you?" 💰 Quantifies the cost, showing how your solution saves money. **Goal:** Help prospects articulate their problems in detail, making them aware of the need for a solution. This sets the stage for a compelling sales pitch that addresses each pain point strategically and demonstrates financial viability and profitability. Turn "Can we afford to?" into "Can we afford NOT to?" ➡️ **Follow me for more sales tips and strategies!** 💡 **What’s your favorite question to ask in the Pain Funnel?** Comment below! #SalesInsights #PainFunnel #SalesSuccess

A well-tracked pipeline empowers you to navigate the sales journey with clarity and maximize your closing rate. I have these reasons to track my sales pipeline: See the Big Picture: Visualize your sales journey, from leads to closed deals. Forecast Accurately: Predict future revenue with greater confidence. Identify Bottlenecks: Pinpoint stages where deals get stuck and optimize your process. Prioritize Effectively: Focus your efforts on the most promising opportunities. Boost Team Performance: Track individual and team metrics to drive accountability and improvement. What's yours? Comment. https://lnkd.in/gc8Bs7cd

🔥🤝 Sales Tactics Suck! 🤝🔥 Relying on tactics can come off as manipulative and pushy, leaving your potential clients uneasy... and skeptical. Instead, focus on building a strong selling #process that revolves around understanding your clients' needs, goals, and pain points. 🌟 Sales is about creating connections between companies with problems and those that can provide the solutions. A strong selling process that dives deep into clients' needs and effectively communicates how your offerings address those pain points eliminates the need for aggressive tactics.🌟 When clients are uncertain, resist the urge to pressure them. Ask for clarity and offer additional information or clarification to help them make a well-informed decision. Continually refine your discovery process and hone your ability to connect clients' pain points to your solutions in a clear, concise manner. Leverage proof sources, such as: 1️⃣ Client Retention Rates 2️⃣ Key Performance Indicators (KPIs) - e.g., on-time delivery, in-stock percentage, service response time 3️⃣ Client Survey Metrics - e.g., "89% of our customers say we meet or exceed their delivery expectations" Recognize that not every sale will be a one-call close. Buyers may require time to process and verify information independently. Prioritize building trust and confidence, and avoid manipulative tactics ———————— DM me if you want to chat about how to set your sales process up for success or learn more about how to leverage "Proof sources" effectively in your selling process. #SalesLeadership #SalesPartnership #NoTacticsNeeded

Ever find yourself trapped in a cycle where price becomes the central focus of your sales process? Here's a nugget of wisdom to ponder: "If you constantly lead with price in your sales process, price will always be an issue." It's a common pitfall in sales to focus solely on the price tag rather than emphasizing the problems and issues your product or service addresses. While it's natural for customers to be budget-conscious, leading with price can inadvertently undermine the true value proposition you offer. Instead, shift the narrative. Focus on showcasing the unique ways your solutions addresses issues and challenges. Highlight how you can impact their day to day operations, creating streamlined processes, or enhances outcomes for your prospect. By leading with value, rather than price, you're reframing the conversation and positioning yourself as a trusted advisor rather than just another salesperson. This builds credibility and establishes a stronger foundation for closing deals. Remember, it's not about being the cheapest option; it's about being the best value proposition. When customers see the true benefits and ROI of what you offer, price becomes less of a sticking point. As always, Stay Hungry, Stay Driven & KEEP GROWING!

🚀 Mastering the Art of Sales: 8 Steps to Close a Deal Successfully In the dynamic world of sales, closing a deal is an art form that demands finesse and strategic thinking. Here's a comprehensive guide on how to navigate the sales landscape and clinch that coveted agreement: 1. Ask, Listen, and Qualify: Start by understanding your prospect's needs. Ask probing questions, actively listen to their responses, and qualify their requirements. This initial step lays the foundation for a tailored approach. 2. Identify the Right Customer with a Valid Need: Not all leads are created equal. Pinpoint the customers whose needs align seamlessly with your product or service. Quality over quantity is the key to a successful sales strategy. 3. Match Product/Offerings with the Need: Bridge the gap between what your customer is seeking and what your product or service provides. Showcase how your offerings directly address their pain points or aspirations. 4. Make the Customer Aware of His/Her Needs: Sometimes, customers might not fully comprehend their own needs. Guide them through a discovery process, helping them recognize and understand the challenges they face. 5. Anticipate Customer's Future Needs: Position yourself as a long-term partner by anticipating your customer's evolving needs. Offer solutions that not only address their current requirements but also cater to their future goals. 6. Demonstrate the Product-Need Match: Actions speak louder than words. Showcasing your product or service in action reinforces the connection between what the customer needs and what you're offering. This visual representation can be a game-changer. 7. Close the Deal: Confidence is key at this stage. Clearly communicate the value proposition, address any lingering concerns, and guide the prospect towards a mutually beneficial agreement. The art of closing lies in sealing the deal without any ambiguity. 8. Establish Channels for Future Business: Closing a deal is not the end; it's a new beginning. Lay the groundwork for future collaboration by establishing channels for ongoing communication and support. Building a lasting relationship ensures a steady stream of future business. 🌟 Remember, successful sales are built on trust, understanding, and delivering real value. What strategies have you found most effective in your sales journey? Share your insights! 👇 #SalesSuccess #BusinessStrategy #ClosingDeals Feel free to customize this according to your style and brand voice. If you have specific details about the infographics, we can tailor the message even further to complement the visual elements.

Time kills sales - how to speed up your sales cycle 🕰 Are you stuck in a long and slow sales cycle? Struggling to close deals? It's time to shake things up and speed up your sales cycle! The key is to focus on efficiency and removing any sources of inefficiency that are clogging your sales process. Here are 3 simple steps that can help you speed up your sales cycle: 1️⃣ Prioritise your leads: Make sure you know which leads have the biggest potential and focus on those first. This will help you quickly identify the most promising prospects and get the best results. 2️⃣ Streamline your follow-up process: Automation is your best friend here. Set up automated emails, reminders, and other tools to keep your follow-up process running smoothly. 3️⃣ Ask for feedback: Speak to your customers and understand their needs. Ask them for their feedback and use it to refine your sales cycle. These simple steps will help you speed up your sales cycle and close more deals. 🤝 #SalesCycle #TimeManagement #SalesProcess

One might say we are ALL in sales at some time or another - even if it's selling our ideas to an employer. This insightful blog post from Achieving Beyond blogger Bruce Fador, dives into how to enhance and improve your sales effort through process improvement, collaboration, and customer insight. Check it out and share what you've learned! https://buff.ly/38Lxboc #sales #businessdevelopment #business #blog #AchieveBeyond

FAQ Fridays: We are behind our revenue target. Our sales cycle is 90 days. How can we boost revenue next month? This is a question that every marketer has been asked at some point in their career. It also makes them wish that the Time Turner Hermoine Granger used actually worked! Short-Term Solutions: - Reviving lost deals: Could a well-timed discount bring them back into the fold? - Implementing promotions: Is there a unique, compelling offer that could stimulate immediate interest? - Cross-selling and Upselling: Are there untapped opportunities lying within your existing customer base? While these tactics may offer a temporary boost, do they truly address the crux of the matter? Let’s delve deeper. Long-Term Strategy: - Analyzing the Pipeline: Have you thoroughly examined your current pipeline to ascertain the revenue projections for the next quarter? - Proactive Problem Solving: If the projections are lagging, what steps are you implementing today to ensure fruitful results in 90 days? The essence here isn't just to find a solution but to unearth the underlying issues that hinder optimum performance. Talk with each team - sales, marketing, product, customer support - to find out the challenges they are facing and how they are working together to solve them. Challenge the teams to continuously question the status quo. Asking the hard questions such as “Are our current strategies working? If not, why? Remember, in the pursuit of quick wins, the essence of strategic, long-term planning should not be overshadowed. The key lies in balancing the immediate with the future, the individual with the collective, and the strategic with the tactical. So, I ask this to you – are you ready to look beyond the immediate, delve into the intricate, and build a robust strategy for enduring success? Are you prepared to challenge, to improve, and to lead?