Mor Assouline的动态

Mor Assouline great post about identifying the true pain points before providing customers solutions. In the most general sense, what are all the true sources of pain? I think it's: Money, time, and reputation. Can we boil down all generic business pains to 3 to 5 core causes, regardless of industry, product, or service? I think all true root cause sources of pain in business fit into one, or multiple of these 3 categories. Thoughts? Can you name a business pain point that doesn't fall under Money, time, or reputation? #ColdKnocking Aka #ColdCallSalesKnocking

In Sales parlance, these words definitely make a lot of sense. The one who dials, leads the customer. The one who receives the call, follows the customer. However, the meaning of this is much deeper and applies much better to Support. In today's world, the key differentiation is in how companies provide support. A customer support rep or bot calling me to say, we are experiencing problem with internet in your area, it will be solved in x mins does a lot of wonders instead of a me calling to say, my internet is not working. Same is with Taxi, Delivery apps etc. The bottom line message in Sales and Support is Be Proactive, not Reactive. Proactive gets you Promotors, Reactive gets you Detractors!

Struggling with customer objections? The "Feel, Felt, Found" method transforms resistance into trust (the sales conversation game-changer you need). Here's a quick guide to turning concerns into opportunities: 1. Feel: Start by saying, "I understand how you feel." It shows you're in tune with their concerns. 2. Felt: Add, "Many felt the same." It assures them they're not alone. 3. Found: Finish with, "They found the benefits outweighed the cost." Highlight the positive outcomes others have experienced. For instance, to address cost worries, say, "I get how you feel about the price. Many felt that way, too, but they found the ROI was well worth it." Now, provide details as to why said ROI is worth it. Addressing objections is about building trust. Specific frameworks already need to be in place. By showing empathy, sharing others' experiences, and presenting positive outcomes, you turn doubts into confidence. For this to shine, you need to have integrity (at least the perception of having it) and be in tune with customer needs. If you have built a solid rapport, watch the direction of this interaction change. Understand the power of transforming objections into trust. Master the "Feel, Felt, Found" method to navigate customer concerns and elevate your sales conversations. Start turning doubts into opportunities today.

Do you want to know how to handle the Customer Rejections in sales and marketing? Handling customer rejections in sales and marketing is an essential skill that can significantly impact your success. 1.Stay Positive and Professional: Maintain Composure: Keep your emotions in check. Responding calmly and professionally can leave a positive impression, even if the customer says no. Thank the Customer: Show appreciation for their time and consideration, regardless of the outcome. 2.Understand the Rejection: Ask for Feedback: Politely inquire why the customer chose not to proceed. This can provide valuable insights into areas for improvement. Listen Actively: Pay close attention to the customer's concerns and objections. Understanding their perspective is key to addressing future issues. 3.Analyze and Learn: Identify Patterns: Look for recurring themes in the feedback you receive. This can help pinpoint specific areas where your approach may need adjustment. Refine Your Strategy: Use the insights gained to improve your sales pitch, marketing materials, or product offerings. 4.Stay Resilient: Don’t Take It Personally: Understand that rejection is a natural part of the sales and marketing process. It's not a reflection of your worth or abilities. Stay Motivated: Keep a positive mindset and remind yourself that each rejection brings you closer to a yes. 5.Follow Up: Keep the Door Open: Politely ask if you can follow up in the future or provide additional information. Sometimes, timing or circumstances change, and the customer might reconsider later. Stay in Touch: Use email or social media to maintain a connection. Share relevant updates or offers that might interest the customer later on. 6.Focus on the Next Opportunity: Move On: After addressing the rejection, shift your focus to the next potential customer or opportunity. Maintain a Pipeline: Keep a robust pipeline of prospects. A steady flow of potential customers reduces the impact of individual rejections. By adopting these strategies, you can handle customer rejections more effectively, turn them into learning opportunities, and ultimately improve your sales and marketing performance.

Friction is the enemy when it comes to sales. We want to make it as EASY as humanly possible for someone to get the value from our offer. Reducing perceived effort lowers the barriers to entry. It makes it easier for customers to start and increases their level of confidence that they will get the value they paid for. How to actually implement this: ? Make your thing easy to use (easy if you provide done-for you) ? Provide really good step-by-step instructions, walkthroughs, and tutorials. ? Offer customer support and handhold customers early on.

There is a massive misconception about inbound sales. "Inbound discovery is checking off a few boxes and moving along with the sales process." Rather, inbound discovery is all about asking the right questions...? Here's an example: Lead: A major problem for us is that our current customer support is not helpful and causes us great stress. You can answer one of two ways: 1. Check off the box: Take a note and move on or even ask what makes the experience bad. 2. Get to the root cause: I'm sorry to hear that, what is causing you to go to customer support in the first place? Rather than selling the bandaid, seek to understand how you can be the solution. Checking off boxes doesn't do this! Ask the questions that matter! Follow for everything inbound!?

Strengthening Customer Relationships A reference program doesn’t just benefit the prospect—it’s a win for existing customers too. Involving current clients in your sales process shows them their success matters, creating an even stronger bond. It’s about showing appreciation while giving them a platform to share their story, which in turn strengthens your overall relationship. How do you involve customers in your sales process? #CustomerRelationships #SalesSuccess #CustomerEngagement”

Brace for a rough landing if You Don’t Master Tech-Founder-Led Sales It may seem obvious, but too many tech founders miss Product-Market Fit (PMF) because they: 1. Haven’t honed the art and science of sales (aka customer development) 2. Outsource sales too early to professionals. Just as solution development matters, customer development (sales) is essential for finding PMF. These two phases need to be connected in a tight Build-Measure-Learn (BML) loop. In my latest article, I break down the four key phases of customer development and the goals for each. Mastering these phases is crucial for converting strangers into repeat customers who give invaluable feedback for your solution development. Tech-founder-led sales combines art and science. Want to dive deeper? Check out the full article—link in the comments.

“??????????.. ????????'?? ???????? ???? ?????? ???????? ??????.. ???? ???????????? ???? ????????????????'?? ????????????????????????, ?????? ???????? ?????????? ????????????????..” My mouth was wide open when I heard this from my ex boss as a response to a customer escalation. I call it a defeatist attitude. It suggests you're not thinking to create value for yourself, the organization, or the client. Sales is a beautiful profession where you help people navigate, find a path, create solutions, and partner for a better future. It goes beyond transactions and helps develop relationships. Let's focus on building strong client relationships and exceeding expectations. Happy customers are loyal customers, and that benefits everyone involved. What are your thoughts on the ideal approach to customer escalations? #clientsuccess #winwin Picture Credit- HubSpot