Categories
SaaS Sales

Active Listening

70% of salespeople are saying selling remotely is not as effective as selling in person. ๐Ÿ˜ณ (survey by Corporate Visions).

They say, audience’s multi-tasking, limited interaction, and passive presentations are the main reasons. ๐Ÿ˜Ÿ

How do we help them? ๐Ÿค”

Give more emphasis on Active Listening! ๐ŸŽง

Most of you are already aware of what is Active Listening and why it is one of the most important skills in sales.

But do you know โ€œwhyโ€ it is more important than ever in the remote selling environment? ๐Ÿง

And do you improve your Active Listening skills in this remote selling environment? ๐Ÿ˜‡

Learn more about it in a detailed post with a few actionable tips ๐Ÿ‘‰: https://www.avoma.com/blog/active-listening-sales-skill-remote-selling

Categories
SaaS Sales Startup

How To Win Competitive Deals

The conventional practice is to convince prospects that your product is superior to your competitor’s.

But it’s not required. There is an alternative option.

It might be sufficient to convince prospects what’s good about your product with a clear, honest, and informative way.

I even have a slide in our Sales deck that tells prospects about the gaps in our product that they will miss in the near term when they switch over from our competitors to us.

If the prospect feels certain that your product is good, and appreciates your honesty, it’s very likely that they will still buy your product.

Categories
Entrepreneurship SaaS Sales Startup

Predictable Salesperson

You have probably heard of Predictable Pipeline and Predictable Revenue.

But have you heard of Predictable Salesperson?

Itโ€™s the one who builds the Predictable Pipeline to deliver the Predictable Revenue.

Predictable Salesperson believes in โ€“ “You are what you repeatedly do. Excellence, then, is not an act, but a habit.”

She believes โ€“ how you choose to live your days is how you choose to live your life.

Sheโ€™s putting in the time and effort every day to reach the success she truly wants.

Sheโ€™s skipping binge-watching the new series because sheโ€™s working towards something bigger.

These are the decisions that define who a Predictable Salesperson is and how successful they become as a sales professional.

Itโ€™s about daily habits, not about the end goals.

How do you become a Predictable Salesperson?

Create a repeatable process for yourself that you can do every single day without fail.

Focus on actions you control rather than putting all the pressure on results that might not come.

Categories
Entrepreneurship SaaS Sales Startup

“Maybe” Is Not The Worst Response In Sales Anymore

The common adage in Sales is โ€œmaybeโ€ is the worst response you could get from the prospect.

Itโ€™s better to get โ€œnoโ€ than โ€œmaybeโ€.

โ€œMaybeโ€ is a land of hope. Reps shouldnโ€™t waste time there and instead seek โ€œnoโ€ and chase new opportunities.

But is it still true with the modern B2B and SaaS buying behavior?

With the power of buying is shifting to buyers, are Sales reps being forced to be very transactional?

Your prospects might have other burning fires going right now. Sometimes the need is there, but the timing is not right.

Theyโ€™re getting the job done just fine right now. But the need could go stronger as their world evolves.

Just because itโ€™s a โ€œmaybeโ€ right now, it’s not a โ€œnoโ€ in the future.

“You can’t turn a no to a yes without a maybe in between.” – Francis Underwood

What should Sales reps do when they get โ€œmaybeโ€s?

โ€ข List down the most common objections that cause your prospects to answer with a โ€œmaybeโ€.
โ€ข Educate sales reps to approach these objections with new sense of purpose and respect the buyerโ€™s world.
โ€ข Craft an outreach email campaign to stay on โ€œtop of mindโ€ and provide continuous education value.

And eventually when their need becomes stronger, their โ€œmaybeโ€ will turn into a โ€œyesโ€.

Categories
Philosophy Sales

Just Do It, Together

Nike’s new Ad โ€œYou canโ€™t stop usโ€ deserves all the praise and attention as itโ€™s an incredible achievement in video editing.

But I think they missed one thing.

They could have updated their tag line to โ€“ โ€œJust do it, togetherโ€.

โ€œDoing it togetherโ€ is how we achieve greatness in our life.

Even if youโ€™re playing an individual sport, you achieve greatness with a team of coaches, physicians, etc.

They may not be with you in the field, but you canโ€™t perform and excel without their help.

Todayโ€™s modern sales is very similar.

Individual Sales reps donโ€™t close deals on their own โ€“ especially in B2B SaaS or Enterprise solutions.

It takes a village.

Modern selling is โ€œcollaborative sellingโ€.

Itโ€™s about how efficiently your team can collaborate with all key stakeholders to close a deal and serve a customer.

You will have to adopt tools that enable frictionless collaboration.

It will be your competitive advantage.

Just sell it, together.

Categories
Philosophy Sales

3 Kinds of โ€œYesโ€

I didnโ€™t know that not all โ€œYesโ€ are the same.

When Chris Voss shared his secret in the book โ€œNever split the differenceโ€, it opened my eyes.

There are actually three kinds of โ€œYesโ€: Counterfeit, Confirmation, and Commitment.

A counterfeit โ€œyesโ€ is one in which your counterpart plans to say โ€œnoโ€, but either feel โ€œyesโ€ is an easier escape route or just wanted to disingenuously keep the conversation going to obtain more information from you.

A confirmation โ€œyesโ€ is generally an innocent response to block-or-white questions. Mostly itโ€™s just simple affirmation but no promise of action.

And a commitment โ€œyesโ€ is a real deal โ€“ a true agreement that leads to action.

The commitment โ€œyesโ€ is what you want, but the other two types also sound the same, we confuse ourselves to believe we have a commitment โ€œyesโ€, but instead, we have either of the other two.

If the counterpart doesnโ€™t take some kind of follow-up action, then itโ€™s most likely not a โ€œcommitmentโ€, but a โ€œconfirmationโ€.

The conversation might also look like a โ€œcommitmentโ€ in the beginning, but very soon can lead to a โ€œcounterfeitโ€ after you provide the necessary information and then they ghost you.

Hope this helps you recognize which โ€œyesโ€ is being used so you can truly know when to seal the deal.

Categories
Philosophy Sales

Do You Really Get What You Ask For?

They say – you get “what” you ask for.

Unfortunately, that is just the 1/3rd of the truth.

It also depends on “how” you ask for it.

This is about your communication.

How convincing, confident, and truthful are you? What words do you use? How’s your energy?

And lastly, it also depends on “whom” you ask for.

This is about your network.

What’s that person’s authority? How’s your relationship with them? And more importantly, what they know about you?

Categories
Sales

Great Salesperson

I don’t think thereโ€™s any such thing as a born salesperson.

If you demonstrate empathy, learn to be charismatic, and, most importantly, choose to work hard, you can be a great salesperson.

Categories
Entrepreneurship SaaS Sales Startup

I Have Fallen In Love with Selling

I’m an engineer by training. But have fallen in love with selling.

Here is why.

Selling is personal. Share your stories. Be vulnerable.

Selling is interpersonal. Meet new people. Build relationships.

Selling is collaborative. Get help from colleagues. Strategize with the team.

Selling is disciplined. Be consistent. Make and keep promises.

Selling is scientific. Follow the process. Learn from the best.

Selling is artistic. Be creative and solve problems. Make it unique.

Selling is hard. Face many rejections. Persevere until you succeed.

Selling is addictive. Win one, two, ten. Keep winning more.

Selling is rewarding. Create impact. Make companies successful.

Selling is mysterious. Wonder why it worked. Diagnose why it didn’t work.

Categories
SaaS Sales

Playing Chess and Selling

My 8-year old daughter has learned to play Chess during this quarantine to keep the screen time under control. ๐Ÿ˜€

So I’ve been playing Chess with her pretty much every day and realized how similar it is toย Selling.

As a Chess player and as a Salesperson, you have to:

1. Think several moves ahead

2. Have a game plan

3. Follow the steps, and not play for a quick win

4. Be flexible with your plan and adjust the course as per new scenarios

5. Learn from others’ game plans and strategies

6. Practice, practice, and more practice with different types of players

7. Play with confident body language

8. Be patient, resilient, and still stay sharp

The only thing that’s different is – in Chess, another person is your opponent.

In Sales, you and prospect are on the same team.

So in Chess, you aim for a win.

In Sales, you aim for a win-win.