Why You Must Adopt a “Selling Mindset”
Not getting the results you want out of your business? Chances are you have a sales problem.
No matter what stage your firm is at, there are always opportunities to win more business. But you need to level up your sales and business development game to find those opportunities and capitalize on them.
For most of us, selling is uncomfortable. You’re afraid of being perceived as someone snake oil salesperson who’s just out to close a deal. Plus you’ve probably had your fair share of bad experiences with salespeople (think used car lots).
The good news is you don’t need to be a salesperson. But you do need to sell.
Four Ways to Open More Sales Conversations
Whenever I ask someone what their biggest sales challenge is, the answer inevitably comes back to something like “I can’t seem to close enough deals” or “I’m just not a very good closer”.
Don’t get me wrong. Closing is important. But it’s not the only factor at play.
Before you can close a deal, you have to open a conversation. You have to engage a prospect and nurture them to the point where they’re ready for the close. If you do that right, the close should feel natural.
For most people, closing isn’t their real problem, it’s opening. The more conversations you open, the more shots you’ll have at closing. If you don’t have enough warm leads coming through the pipeline, it doesn’t matter how good of a closer you are — you’ll still fall short.
In this lesson, we’ll look at four practical ways you can open more sales conversations right now.
9 Tips to Close More Deals from Anthony Iannarino
Do you dream of becoming an all star closer? Do you wish you could walk into a new business meeting and walk out with a deal every single time?
Well, dream on. No matter how good you get at closing, you’re not going to close every deal. That said, it would be nice to close more of them, wouldn’t it?
Despite what you might have seen in the movies, closing a sale isn’t about stringing together the perfect pitch or manipulating the buyer into signing on the dotted line.
It actually has more to do with everything that happens before the close.
In this lesson, I’m going to share some pro tips on closing from Anthony Iannarino of thesalesblog.com. This is the unsexy advice on closing that no one tells you.
How to Improve Sales Conversations with Mark Cox
Do you think “sales” is a dirty word? Does the thought of having to sell make you want to curl up into a ball and hide in the corner?
Many professional services providers loathe selling. They avoid it all costs by telling themselves things like “the work sells itself” and “real professionals don’t need to sell”.
The truth is the better you get at selling the more business you’ll win. But deals don’t close themselves. There’s a process you need to follow to make the most of every sales opportunity.
That’s where Mark Cox can help.
In this interview, Mark highlights some of the most common mistakes that professional services leaders make during the sales process. He also presents some practical tips to help you perform better before, during and after each sales interaction.
Spoiler alert: Mark has put together a sales call planning mini course for Forecast listeners. Click here for immediate access.
- In the Funnel Sales Consulting
- In the Funnel Academy
- Free Mini Course: Sales Planning for Success
- The Challenger Sale