“Whatever price you share will seem expensive or inexpensive, because the buyer has no benchmark or relative comparison. That’s why sharing price early in the sales conversation is a surefire way to disqualify yourself and lose a sale before you get started. In large enterprise sales, it’s even worse. Whatever price you share will likely […]
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“All that needs to happen is a quick conversation with my manager,” or “Send over a proposal so I can get it approved.” And yet you can be miles and miles away from a sale. These situations will suck the life out of you and your company. That’s why I think about these people as […]
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“Well, look, how do you price your product, or what are some of the factors that go into pricing?” That’s where you might respond with this kind of answer. There are a few factors that affect price. The first is the amount of configuration and implementation support you need; the second is the number of […]
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As you are working with each buyer and stakeholder at your target customer, map them to the buyer-problem qualification diagram to determine involvement to solving the problem, and how severe they view the problem to be at their company. 5 P’s to problem identification 1. Person: Begin by identifying the buyer you’re working with—what is their […]
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The Product Champion is your coach and cheerleader. He or she is the person who is internally helping you to sell your product by providing access to the other buyer types and coaching you on the sale to the company. Imagine if you meet somebody at a conference, and that person tells you his job […]
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