Mike Schultz on LinkedIn: #salessuccess #salesskills #b2bsales (2024)

True or False: The graphic below is an accurate representation of the disconnect between buyers and sellers today.#BuyerSellerDisconnect #SalesStrategy #BusinessInsights #SalesPerformance #CustomerExperience #SalesStrategy #B2BSales #SalesTips #SalesTraining

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𝙒𝙝𝙮 𝙙𝙞𝙙 𝙮𝙤𝙪 𝙡𝙤𝙨𝙚 𝙩𝙝𝙖𝙩 𝙡𝙖𝙨𝙩 𝙨𝙖𝙡𝙚? I'm guessing there are lots of reasons (excuses?) Often it's around price - "If only we dropped the price another x% we could have won that!" Very rarely do I hear anyone say, "It was down to me". If they do the #1 reason is usually a failure to communicate value effectively.https://zurl.co/HyPh Understanding and communicating value to the customer is the cornerstone of getting paid what you're worth and winning business on the basis of value, not on discounting. Why did you lose that last lost sale? Let's talk about how to make value the reason your customers buy. Get in touch and let's get your Value Journey off to a great start. #salestraining #salescoaching #valueselling #valuepricing #valueproposition #b2bsales #planning

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𝙒𝙝𝙮 𝙙𝙞𝙙 𝙮𝙤𝙪 𝙡𝙤𝙨𝙚 𝙩𝙝𝙖𝙩 𝙡𝙖𝙨𝙩 𝙨𝙖𝙡𝙚? I'm guessing there are lots of reasons (excuses?) Often it's around price - "If only we dropped the price another x% we could have won that!" Very rarely do I hear anyone say, "It was down to me". If they do the #1 reason is usually a failure to communicate value effectively. Understanding and communicating value to the customer is the cornerstone of getting paid what you're worth and winning business on the basis of value not discounting. Why did you lose that last lost sale? Let's talk about how to make value the reason your customers buy. Get in touch and let's get your Value Journey off to a great start.Call me: +44(0) 7802 702051Mail me: mw@axiavalue.comDiary: https://zurl.co/85SbWebsite: https://zurl.co/LKxZ Click on the 🔔 in my profile to make sure you get to know about my new posts. #salestraining #salescoaching #valueselling #valuepricing #valueproposition #b2bsales #planning

Why do your buyers buy from you? No, seriously. What's the real story? Their perspective, how they define value, and their aspirations and concerns are more clear when you listen to understand. #B2Bsales #saleseffectiveness #salesconversations #AdvancedSalesConversation

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4th quarter can bring pressure to anyone trying to meet their number for the year. That pressure influences how we think which influences what we say. Here are some watch outs that can disconnect you from your buyers#B2Bsales #saleseffectiveness #salesconversation #AdvancedSalesConversation

𝙒𝙝𝙮 𝙙𝙞𝙙 𝙮𝙤𝙪 𝙡𝙤𝙨𝙚 𝙩𝙝𝙖𝙩 𝙡𝙖𝙨𝙩 𝙨𝙖𝙡𝙚? I'm guessing there are lots of reasons (excuses?) Often it's around price - "If only we dropped the price another x% we could have won that!" Very rarely do I hear anyone say, "It was down to me". If they do the #1 reason is usually a failure to communicate value effectively. Understanding and communicating value to the customer is the cornerstone of getting paid what you're worth and winning business on the basis of value not discounting. Why did you lose that last lost sale? Let's talk about how to make value the reason your customers buy. Get in touch and let's get your Value Journey off to a great start.Call me: +44(0) 7802 702051Mail me: mw@axiavalue.comDiary: https://zurl.co/85SbWebsite: https://zurl.co/LKxZ Click on the 🔔 in my profile to make sure you get to know about my new posts. #salestraining #salescoaching #valueselling #valuepricing #valueproposition #b2bsales #planning

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You work hard to get that moment of live conversation with your buyer. There is a way forward that puts the human touch first and still delivers results#B2Bsales #saleseffectiveness #salesconversation #AdvancedSalesConversation #behuman

These are high-stakes conversations. Everything is possible before the first words are spoken. How will you show up.? Will you freelance and wing it? Will you show up with your "list of questions" and see where it goes? or will you take the time and honestly plan? Identifying the commitments you must secure and what conversation tools you will use to get the information you need to manage the opportunity. The words, tone, and how you physically move in a conversation matter. Invest the time and plan.Conversation Planning = Optimal Results#sales #salesconversation #TheAdvancedSalesConversation #saleseffectiveness

What's your approach to Win-Loss Analysis – to get buyer feedback about the truth you win/lose deals❓Share in the comments 👇#WinLossAnalysis #B2Bsales #CustomerSuccess #ProductMarketing

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Ever wonder, how can I understand my buyer better? What is going on in their head? So much can be discovered in conversation. Check out this video to learn more #B2Bsales #saleseffectiveness #salesconversation #AdvancedSalesConversation

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