A mentor of mine once shared the following: “make sure you team is not just having a conversation with the client, every conversation should be moving the ball forward.”
There a lots of sales conversations that just happen to discuss a topic or two but you can’t help but wonder if it really moved the ball forward.
This comes with experience and learning how to provide value at every touchpoint. It is practice and sticking to a well thought out plan. Executing at every step to show your customer whey they want to do business with you.
Why you have decided to take them on this sales journey with you.
Now, there are tons of sales engagement platforms out there each claiming to be the next best thing promising next best action and suggesting what to do next. Every experienced sales person I have ever met does not want to be told what to do. Nor do they want to see or hear from a piece of software on what they should do next with their client.
The good ones have agility innately built in them, they have the urgency of an entrepreneur. They may seek coaching and respond well to feedback. So what do they need to next and who should they get guidance from?
If your buyer spends time on a particular page then something is calling to them.
Give them insight, give them the tools that provide value.
The ones that show what clients care about, the ones that allow a two way communication.
The tools that share aggregate insights for the seller to make the call, take the next step on their own, and bring value to the next conversation. If your buyer spends time on a particular page then something is calling to them.
Don’t you want to know what the topic of interest is to be better prepared?