This is the twenty fourth and final article in a series for e-learning for Advanced Sales Training for IT and High-Tech Sales
Sales Strategy – Sales Conversation: In Conclusion
#salesconversation #salesstrategy #salestraining #salesskills #handlingobjections #closing #elearning
� A sales conversation is two-way - SO BE PREPARED!
� The sales conversation is not just between sales and the customer. Information is exchanged between the two companies through multiple touchpoints, be aware of these and manage the outcomes.
� Be aware of the customers buying process and players in the buying centre, and tailor your conversation for the person you are talking with.
� Choose your sales approach, Challenger or Discovery, based upon the situation and your relationship with the customer.
� Reframe the way customers think about their business needs using the business analysis tools to develop the conversation.
� Communicate sales messages and proposals in the context of the business issues and the solutions you can deliver.
� Ask for small commitments throughout the sales process, not just at the end and for the contract.
� Have a strategy for answering objections.
� AND FINALLY (if you have done everything right) – ASK FOR THE ORDER!