Deal Coaching — Ascender Community

Transforming Sales Pitches

Frank Azzolino — Wed, 29 May 2024 15:53:17 +0000

Reading this article on articulating differentiation was a game-changer for me. It emphasized aligning my product's unique features with my prospects' specific needs. By focusing on what's truly important to them, I've been able to craft more compelling pitches and close deals more effectively. This approach has not only boosted my confidence but also significantly improved my sales results.

What do you feel is helping you match your product's unique features with what your prospects really need in this competitive market?

Thriving in a Dynamic Market When Low Hanging Fruit Becomes Scarce

John Boney — Tue, 28 May 2024 12:08:37 +0000

This article offers some great insights on adapting sales strategies that are essential reading for anyone navigating today's volatile market. It offers practical tips and a forward-thinking approach and helps equip sales professionals to stay agile and responsive to evolving customer needs. Highly recommended for those looking to refine their approach and drive success in a dynamic environment.

Leading Vs. Convincing: The Art of Questioning

John Kaplan — Mon, 29 Apr 2024 18:43:41 +0000

It is crucial to guide a business conversation with insightful questions, as this enables prospective clients to identify their own needs rather than being told what their problems might be. The key here is to lead rather than convince. This approach leads to more productive discussions than merely pushing solutions on them, as it demonstrates that you are there as an ally to help them resolve the issue together rather than telling them what they're doing wrong.

Try asking, “How do you currently address [mention a specific business challenge]? What outcomes have you noticed?”

An old saying that I really love is, “People rarely argue with their own conclusions.”

I’ll leave you with this - How often do you find yourself truly listening instead of pushing a sales pitch?

Leveraging Trap-setting Questions During Discovery

Mike Montour — Wed, 24 Apr 2024 18:37:08 +0000

The insights on leveraging discovery and trap-setting questions have transformed my sales approach by connecting solutions to prospects' business problems, driving urgency, and securing funding. This article provides you with a fantastic overview of what questions you should be asking during the discovery phase in order to quickly uncover pain points prior to highlighting your unique advantages leading to more meaningful conversations and increased success rates. Learning to ask the right questions distinguishes offerings from competitors and guides prospects to recognize the value of solutions, leading to surpassing sales targets. Never under estimate the power of a great question.

I highly recommend taking 5 mins out of your day for this quick and helpful read.

Leveraging Multiple Offers to Build Partnerships

David Chimenti — Mon, 30 Oct 2023 13:26:17 +0000

I am working a deal with more than 5 locations currently.

Based on their previous experience with other providers and some tech challenges they face due to location, we would be a huge advantage to them.

We can try to win the deal on $ value, but that seems like small potatoes for us on the value side and doesn't send the message to the prospect that we will be any better than the service level problems they've had from a larger and non-industry specific provider, more recently.

I think a 3-offer approach, one at fair market for a fair deal, but two separate offers with discounts to get them closer to what they currently spend with contingencies and service level agreements for a case study or partnership has way more value for our company.

Looking for experience or things to trade in a scenario like this from others who have been there