Pivoting away from a hard question may work in political debates, but it’s not how you win customers in the B2B world. To allay prospects’ concerns and earn the kind of trust that results in a deal, you’ve got to address pushback questions directly. Here’s what to do next time you’re challenged by a tough question in a B2B sales pitch. 1. Realize your prospect’s pushback is genuine. You can’t just brush it off. Questions … [Continue reading]
How to sell to a visual learner (without overdoing the visuals)
One of our clients in the IT services space recently had the opportunity to pitch the CIO of a Fortune 50 technology giant. Several members of their senior leadership team flew out for it. It was a perfect test for the new sales messaging. At the end of their three hour meeting, the CIO pointed to the diagram on the whiteboard and told them that of all the things they presented that day, that was … [Continue reading]
Watch what happens if you tell prospects they’re on the wrong plane
Too many prospects will politely smile and nod through your entire sales pitch – when all they’re really doing is nodding off to sleep. How do you wake them up? It takes an eye-opener – an unexpected problem or issue that will grab their attention early on in your sales message. One of the most effective eye-openers we use is to tell prospects they’re on the wrong plane…. “Excuse me, but what did you just … [Continue reading]
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