When an objection is given by a prospect, sellers often feel the need to state all the reasons the objection is incorrect. In many instances the objection is merely the prospect’s way of saying, “I don’t see the value.” Working Through Objections 2 introduces the Acknowledge and Educate response that engages the prospect and confirms the value of what this means to them. A win-win outcome follows.

Download PDF: Working Through Objections

Analyzing the reasons you Win or Lose deals is a game changer to close more deals.

Why do you win some deals and lose others? Sometimes you are even surprised and win the ones you think you’re going to lose and vise versa. By analyzing the reasons you win or lose deals can be a game changer to close more deals. Ideally you’d hire a 3rd party firm
to do the in depth analysis. However, there is a quick way to gain some insights. It’s more subjective, but offers some ideas to improve deal size, profit margins, sales process and tactics.

Sales Huddle

Ask your reps to list their last quarter’s wins and losses.

Answer these questions for the respective deal:

1. Why did we win?

2. Why did we lose?

Beware, your reps may want to put price as the culprit for each loss and companies who do Win-Loss Analysis as their primary business reveals that price was the true driver in less than 25% of instances. It’s a cop out and the clear differentiating factor is absent and digging for the something else is critical.

Now discuss and list:

* What qualities, characteristics, processes are in the win column?

* What are the key competitive differentiators to capitalize on from this list?

* Can they be replicated on each upcoming deal?

Download PDF: The Win-Loss Drivers Part 1

A random act of kindness can travel around the world and all the way back to you… while lifting the whole world with it!

A random act of kindness, like helping someone carry a box, might change the world. We all live life as individuals and don’t always see our connections. One random act of kindness helps you realize, and if someone witnesses your kind act, then they too will realize, until the whole world understands. Because once you perform a random act of kindness, It can travel around the world all the way back to you – and lifting the whole world with it.

Movie Link (02:49) https://youtu.be/PT-HBl2TVtI

Motivational Discussion Questions (Select One)

• What if we committed to our own Random Act of Kindness challenge? What would that look like? (Example: everyone commits to one act of kindness a day and texts the group when they fulfilled theirs for the day and the RAOK. Do this for 5 consecutive days.)
• If you were to focus on giving a random act of kindness, how could that benefit you?

Download PDF: Give A Little Love

Address the multiple decision makers on the team for more Wins.

When there’s a win there’s a pattern of success to learn from and clone for future opportunities. As for the losses — you want to dump all the bad habits and mistakes.

The Win Loss Drivers Part 1 looked at the subjective reasons the sales reps thought they won and lost deals in the last quarter (or more). Now let’s consider the decision influencers and see what we can learn from them.

Sales Huddle

Ask the sales reps to list the people who influenced the buying decision. For each deal and for each decision influencer answer these questions:

1. What is this decision influeners’ most pressing issues?

2. Based on their concerns, what solutions do you offer to address them?

Often there are multiple people on the decision making team. Each one has a different set of roles and responsibilities. Sales reps tend to focus on one of the decision influencers and therein lies a gap to take the sale into the Win column.

Download PDF: The Win-Loss Drivers Part 2