The 5% Institute

SEPTEMBER 14, 2021

The soft close is easily our most favourite sales closing technique, because you’ll have a higher chance of getting your outcome – and without the risk of breaking rapport. The magic of succeeding with the soft close, is all the work you do prior, leading up to asking for the sale. What Is The Soft Close?

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SaaStr

MAY 25, 2020

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At In your contracts. “Pacakage in extras, all users, projects, features into the price and reduce any hidden costs in contracts. In everything.

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Sales Coach Dew

JANUARY 30, 2023

The “Impending Event” close will motivate your client to act now. Most salespeople have a few “tried-and-true” approaches to closing a deal, and there’s nothing wrong with having a go-to that you use all the time. If you really want to be a sales champion, you need to understand and master a wide variety of closes.

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Closing Real Estate Technique Drivers/motivators 52

PandaDoc

MAY 28, 2024

Salespeople act as advisors to clients. Consultative sales emphasize shared values and are about how you can help guide clients to the best solution. Let’s delve into the pivotal role consultative selling plays in fostering meaningful client relationships and driving long-term business success. They share what they know.

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PandaDoc

OCTOBER 5, 2021

Contract negotiation is essential for modern businesses, but it isn’t always easy. But how do you ensure this process goes smoothly? Let’s talk about contract negotiation in more depth. What is a contract negotiation? You can renegotiate a contract during the life of the agreement or after the document expires.

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Adaptive Business Services

MARCH 24, 2021

On those occasions where assumptive closing techniques don’t take care of securing the order by themselves, but always used in conjunction with them, my trusty fallback has always been the order form close. Start off by suggesting that you review the order with your client, line by line. Back to the contract.

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PandaDoc

DECEMBER 22, 2022

There are tons of memes showing the huge difference between client price expectations and the budgets they really have. All of them are tied to the fact that clients expect to see something gorgeous and epic but they’re ready to pay for something far less massive and good. As a result, such activities have no established prices.

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Clients Negotiate Contract Legal 52

Search Engine Land

APRIL 19, 2024

Here are some ways to set and manage expectations for PPC clients and agency teams. Outline expectations during the sales process Setting expectations at the beginning of a client engagement or project is crucial for success. Agree on what work will be performed What services will you be providing to the client?

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Iannarino

JULY 4, 2021

The Gist: Your clients measure your performance by the value of the conversations they have with you. Focusing on the conversations that your clients find most valuable for their goals is the key to creating a preference to buy from you. The first thing you need to do is to create value for your prospective client.

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PandaDoc

AUGUST 17, 2020

When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. And what better way to communicate with clients other than easy-to-use platforms like Zoom and Skype?

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Closing Contract Negotiate Price 105

Highspot

JANUARY 3, 2024

Picture this: you’ve invested so much time and effort into a potential deal and victory feels within reach, only to see it slip away to a competitor or the client decides to back out at the last minute. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works.

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Closing Objectives and Key Results Negotiate Technique 52

Iannarino

MARCH 2, 2023

The Earl of Chesterfield For as long as anyone can remember, salespeople have been trained to identify their prospective clients’ problems and their implications. This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. Hope your competitors’ discovery is weak.

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Iannarino

JULY 19, 2021

The idea is that small talk at the beginning of the conversation would help the salesperson connect with their prospective client , making clients more likely to buy. Starting with your company is designed to do two things: prove that your client can trust the company, and provide you (the salesperson) with some level of credibility.

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PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales? Why are closing questions important?

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Highspot

DECEMBER 5, 2023

Explore a range of sales process examples and learn how to align with the customer’s journey for better buyer engagement , relationships, and sales success. What is a Sales Process? Sales Methodology Sales Process Examples Sales Process Mistakes to Avoid Mastering Your Sales Process With Highspot What is a Sales Process?

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Process Real Estate Objectives and Key Results Negotiate 52

Iannarino

AUGUST 8, 2021

To solve your client’s problem, you have to solve the problems that prevent them from solving the problem. The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. The deadline for my fourth book is looming. A Circular Argument.

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Openview

JULY 25, 2018

So whether you are just investigating enterprise sales or are already getting after it, here is the enterprise selling process and the specific techniques that have personally helped me close $100MM+ for companies selling anything from consulting services to HRTech SaaS products. Start with the right mindset.

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Iannarino

JULY 28, 2021

Many communication mediums are available to you as a salesperson, but few allow synchronous communication with your prospective client. Eliminating Fear of Your Client. The reason some salespeople prefer email is because they fear their prospective clients. Master Cold Calling with this FREE eBook. Synchronous Communication.

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SaaStr

OCTOBER 10, 2023

Danaher says, “Sales, particularly enterprise sales, but all sales and legal have worked together closely [at G2]. At G2, they have found that a close relationship between sales and legal has moved processes along more quickly. The attorneys need to think about how to get a “yes” for their clients.

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Veloxy

DECEMBER 28, 2023

Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process. An integral part of outside sales is the talent to interact with clients in person to finalize the sale.

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Veloxy

NOVEMBER 15, 2022

It focuses on utilizing prospecting processes, which enables Sales Development Representatives (SDRs) to screen multiple pre-qualified business accounts, and subsequently guides their future sales decisions. Crucially, it identifies the high-value accounts that demand greater attention and offer the best closing potential. The results?

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Iannarino

JUNE 17, 2021

Resisting this reality, however, causes many problems for legacy laggard and legacy solution salespeople—and even more problems for their prospective clients. At one time, as a salesperson, you would be told to find “the decision-maker,” the single individual who could sign a contract. Part 2 | The Starting Question.

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PandaDoc

JANUARY 17, 2023

It involves analysis, strategizing, planning, and execution, and is usually carried out for big contracts or important deals. In such instances, capture planning is an excellent way to be more efficient at closing deals. If capture planning is the process and the strategy, a capture plan is its execution. What is a capture plan?

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Martech

OCTOBER 19, 2023

Yet, nine in 10 also say they are misaligned across strategy, process, content and culture. Conversion rate across the funnel Monitoring the conversion rate at each stage of the customer journey provides invaluable insights into the effectiveness of marketing efforts, the sales process and product offerings.

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Product Contract Drivers/motivators SQL 119

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. If you’re building a sales process for the first time — or tweaking an existing sales process — it’s important to get this right. And I get it. Here’s how.

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Hubspot

OCTOBER 1, 2021

Route geographically by zip code, pass senior agents your higher-priced leads, or set up a 'first-to-claim' process or round-robin. There are certain moments in your buyer’s journey where you need to reach out to clients. Use automation to keep an extra close eye on these leads. Lead Nurture Workflows. Lead Activity Monitoring.

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PandaDoc

JULY 24, 2020

This 90-day period, often called “onboarding,” is perhaps the most critical time in the client-business life cycle. An excellent onboarding experience builds trust, addresses concerns, and sets expectations for both the client and your project team. A high-performing company has well-defined yet flexible client onboarding processes.

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PandaDoc

APRIL 8, 2024

Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to optimize the deal creation and execution process. A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

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criteria for success

JANUARY 8, 2020

Having a solid sales process is crucial for any successful sales team. That's why we put together this detailed sales process template for B2B sales teams. While there is no one way to sell anything, a sales process helps to move your prospects through the funnel. 7-Step Sales Process Template: 1. Lead Generation.

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The 5% Institute

JUNE 8, 2023

Are you looking for a sales position (or have an interview booked in), and want to learn how to close a sales interview? Sales interviews are not only about showcasing your skills and experience but also about demonstrating your ability to close deals and generate revenue for the company. If so – read on to learn exactly how.

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Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. An outreach email sets the tone for your entire sales process.

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PandaDoc

OCTOBER 21, 2022

Hiding your prices or being uncomfortable when you need to discuss them with clients will affect your capacity to make a sale. In this article, we’ll talk about the ins and outs of successful pricing discussions and explain how you can present pricing to clients without risking losing a deal. How do you discuss pricing with clients?

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Lead Fuze

NOVEMBER 30, 2021

Asking the Right Questions to Close the Deal. Today, we’ll be talking about how to ask the right questions during a sales call and close deals. If you’re not in a position to close the deal, no matter what you say it won’t happen. 9 Sales Hacks to Close the Deal. The first step in a sales funnel is to close the deal.

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Sales Hacker

JULY 18, 2022

Which is why it’s key to strengthen customer retention processes by automating them, keeping customers engaged, and detecting any signs of churn before they happen. Automate these 5 processes to boost customer retention. Hold regular catch-ups with clients to ensure you meet their initial expectations. Feedback loop is closed.

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PandaDoc

MARCH 7, 2023

A sales workflow is a sequence of necessary processes that your team can follow to complete a sale. Wondering how to streamline the sales process ? There’s simply no better way than using and refining a sales workflow, and a sales process flowchart is a visualization that can help. What is a sales workflow?

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Hubspot

MARCH 7, 2022

If you Google "How to close a deal", you'll quickly stumble across some tried-and-true best practices for sealing a sales deal. Consider, for instance, how HubSpot Executive Dan Tyre once needed to speak at a client's Sales Kickoff meeting to close a deal. I personally set up equipment at a client's house.".

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Iannarino

AUGUST 1, 2021

It is a mistake to believe that recent means better when all leads share common traits, one being helping clients on their buyer’s journey. But if you find yourself gravitating toward new sales leads just because they’re new, it’s probably because a part of you believes that newer leads will be easier to close.

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