Only 15% of sales calls leave executives with enough valuable information to make the decision to buy.
Here are some ways to close more business in a competitive landscape:
- During your sales call preparation, study your competition and prepare to point out your competitive differences throughout your sales process.
- Obtain contact with decision makers who have the buying criteria that align with your competitive differences, such as an engineering manager who looks for engineering improvements.
- In your company overview, point out the competitive differences with your company and how it benefits your customers (use case studies and testimonials whenever possible).
- During your analysis, understand the customer’s needs before presenting any products and services. This will enable you to present customized solutions that will separate you.
- Try to present last in competitive situations. Through trial closing you will be able to gather what your prospect perceives as your competitors’ competitive differences, enabling you to overcome them with your own competitive differences.
Want to learn more about sales enablement? Here is a bonus!
4 Ways to Simplify Sales Enablement
In 2014, over 60% of companies will fail to hit their revenue targets.
Using personalized content builds a bridge of trust between your company and your prospects. Without this trust, that sale is simply not going to happen.
- Use challenging insight content to address the customer’s pain points from a different, eye-opening perspective. These materials usually include thought-provoking questions, research, statistics and case studies that support your recommendations.
- Provide responsive content to both answer questions the buyer asks as well as anticipate the questions they may have down the line. This content typically includes product information, capabilities brochures, pricing data and relevant, interesting details about your company.
- Send out helpful insight content from third-party sources to establish your company as a knowledgeable, trustworthy resource. This typically includes research, industry analysis and statistics that assure the buyer they’re on the right track.
- Seal the deal with differentiating content that promotes your company’s unique solutions to their pains and problems. These materials include case studies, product comparisons, focused demonstrations, testimonials, ROI evaluations, consultative analysis and trial evaluations.
The constantly thickening competition for our time makes closing more deals challenging. Simplifying the sales enablement strategy is likely to result in greater and quicker adoption with noticeable positive results.
