Smart Selling Tools • Top Sales Tools of 2021
The profession of selling requires the mastery of many types of activities. In the end, those activities are all in the service of earning someone’s business.
Number one is helping buyers to understand how your solution will translate into value. In addition to value-translation, buyers need to trust that the solution will work in their environment given their unique situation. If you can over-come those two challenges as well as facilitate conversations between buyers and your current customers, it will go a long way.
Earning includes:
Prospects that understand how your offerings will work within their own environment are a more likely to buy than those who don’t understand.
Slideshow presentations and lengthy technical write-ups shared with a prospect require interpretation and mental visualization. They depend on the prospect’s imagination. Not so with 3D Value-Selling models.
These models provide a holistic perspective of your solution in a way that brings clarity and understanding.
Learn more about EMMa3D
NANCY NARDIN | TOP SALES TOOL OF THE YEAR 2021
Making it easy for salespeople to introduce their buyers to existing customer references can help close deals.
Help them buddy-up to hold an authentic conversation with an existing customer to validate their perceptions or to feel safe with their decision..
Make it easy for reps to find the perfect reference while avoiding burdening any one customer with too many requests.
Learn more about Point of Reference
