How I Crack New Client Logos, Even in Unknown Geographies

Customer don’t buy your Product, they Invest in your (Sales Pros) Confidence, Trust and on Guaranteed Results. (Words from my Sales Mentors)

Interestingly I had full information like other Mid-Career Sales Pros but my mind went BLANK at the time of discussion. (Most Painful Scenario)

Client meetings became a Nightmare like most of Sales Pros. (Resonate with many Sale Pros)

?What I learnt from my Sales Mentors as follows:

1. Invest 90% of your time on Understanding Customer Needs

Failing to understand the unique needs and pain points of your customers, chances of not presenting a Desired solution or services is very HIGH.

?Customers love to interact with like-minded people who understand and articulate their requirements and problems well.

If there is no connection between the offered product or service vs customer's actual requirements, lead to LOST SALE.

2)??? Improve Your Objection Handling Skills:

Objection Raising can’t be ignored but learning to handle those are generally missed.

Handling 5-7 objections are scratching the surface. I started working on how to handle 20+ objections scenarios

Practice to connect the dots with your offerings

Will You Buy from such sales person if you were in place of Customer? (Think Hard)

3)??? Work Hard to Build Rapport and Establish Trust:

Nurture your relationship even if it’s an existing client or new logo.

It will grow when you provide the answers rather try to position your solutions or offerings

Customers may feel uneasy and hesitant to make a purchase.

I was focus on building strong rapport by providing lot of options, helping to find answers, working for them, with them for particular problem (even I don’t have the solution for that) to make customer more comfortable

These are few of many Tried and Tested Solution.

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