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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Sales Process

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

 

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling.

 

Mike Montague interviews Dan Tyre, Inbound Fellow at Hubspot, on How to Succeed at Selling in a Hybrid World.

 

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020.

 

Buyers don’t necessarily tell salespeople the whole truth about their reason to purchase. They either haven’t established trust with the seller, they don’t know what their real issue is, or the issue is just the symptom and not the real problem. Slow down the meeting and ask questions that will uncover the root of their problem.

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients.

 

Prospects often give salespeople positive buying signals that they are going to close the deal. Salespeople often have "happy ears" hearing what they want to believe is true. It's not always that way.

Have you ever been on a sales call and get the sense that the other person has checked out of the discussion? We’ve all been there. Don’t fail into the prospect’s trap and help them end the meeting! Now is the time to follow the Sandler Rule, “If you feel it, say it.” Here’s how to uncover their issues.

The best presentation that you’ll ever give is actually the one that the prospect never sees.

It is only natural that you would look forward to delivering that killer presentation you’ve been working on. You’ve spent hours on it. You’ve picked the perfect music for key slides. You’ve chosen magnificent pictures, included a couple of cool animations, and you have great transitions popping in and out. It looks awesome. But there is one big problem.

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