Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Summary 9 tips: 1) Firstly, research well 2) Only present the solution to their problem 3) Avoid one last thing.. slide from your deck 4) Use case studies 5) Never speak more than 60 sec without interruption, engage or back and forth the rapport maybe by asking questions 6) Feedback loop, (does that make sense, are we on the same page) 7) If you lose them, stop! Don't be more persuasive. 8) Keep it as short as possible 9) Clear and scheduled next steps
Enjoyed the content and I look forward to future educational videos on this subject. Regarding Feedback Loops. I completely agree this is an important skill to have during a sales presentation. However, in my experience, I wouldn’t recommend using the question “does that make sense” as a way to elicit engagement or feedback from a prospect. Why (1) you’re insulting their intelligence level by asking said prospect if they can comprehend what you’re saying. Or, you’re not confident they’re grasping the value proposition (2) it comes across your solution is overly complicated (3) it’s a yes/no question and actually offers zero opportunity to get the prospect to talk about their objectives and or challenges Just remember - you’re presenting to an executive who has (more often than not) advanced education beyond your bachelor's degree as a sales rep and you’ve just questioned their ability to comprehend your value prop
Awesome content! Loved all of them. I've got a interview panel where I have to present a case study in 2 parts. 1. Present a project I've sold in the past 2. Pitch a product from the new company There is no chance to talk to them before. Got 25mins for both. How would you do that? As I do not have the chance to find that major discovery
You don't need to ask a lot of questions if you already understand their challenges based on their company, industry, and that POC's role. It comes down to knowing the solutions you're already solving with current clients and relating that to prospects.
You all probably dont care but does anybody know of a trick to log back into an instagram account..? I stupidly forgot my password. I would love any tricks you can give me!
Hey Mark, this was a fantastic video, thanks! I went to get your ebook, but i got chrome's security warning to not proceed, and when i did, your site is down. Just a heads-up man! ;)
![7 (Proven) Tips to Overcoming Objections in Sales That You Hear Constantly [Avoidance]](http://i.ytimg.com/vi/bVRyGP_t_T8/mqdefault.jpg)
Be sure to register for my free training on, "The Formula to Closing More Deals without Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
Summary
9 tips:
1) Firstly, research well
2) Only present the solution to their problem
3) Avoid one last thing.. slide from your deck
4) Use case studies
5) Never speak more than 60 sec without interruption, engage or back and forth the rapport maybe by asking questions
6) Feedback loop, (does that make sense, are we on the same page)
7) If you lose them, stop! Don't be more persuasive.
8) Keep it as short as possible
9) Clear and scheduled next steps
thx, that save me a lot of time
Appreciate this
You are a blessing
Enjoyed the content and I look forward to future educational videos on this subject.
Regarding Feedback Loops. I completely agree this is an important skill to have during a sales presentation. However, in my experience, I wouldn’t recommend using the question “does that make sense” as a way to elicit engagement or feedback from a prospect. Why
(1) you’re insulting their intelligence level by asking said prospect if they can comprehend what you’re saying. Or, you’re not confident they’re grasping the value proposition
(2) it comes across your solution is overly complicated
(3) it’s a yes/no question and actually offers zero opportunity to get the prospect to talk about their objectives and or challenges
Just remember - you’re presenting to an executive who has (more often than not) advanced education beyond your bachelor's degree as a sales rep and you’ve just questioned their ability to comprehend your value prop
the interrogation phase has transformed my conversion rate!
Awesome content! Loved all of them.
I've got a interview panel where I have to present a case study in 2 parts.
1. Present a project I've sold in the past
2. Pitch a product from the new company
There is no chance to talk to them before.
Got 25mins for both.
How would you do that? As I do not have the chance to find that major discovery
I loved the last tip: Calendar invite
Awesome video! And he followed his own rules! Kept it short and simple. Excellent!
Everything you said was powerful I just recently joined the sales comunity and your teaching is helpful
Thanks for the reminder and some fresh news, always room for improvements.
I have to visit several potential clients to make a pitch. You gave me some very useful tips.
Get on the calendar, will make a lot of sense to me
thank you for the awesome tips. i really like point 4 on using the case study
love the feedback loops
Very nice video ☺
I hope you could make a video and focus more on the discovery phase. What to ask. Pointers to take note. It would really help ☺
Excellent and extremely useful information!
Young and energetic Mark.💞💞
You don't need to ask a lot of questions if you already understand their challenges based on their company, industry, and that POC's role. It comes down to knowing the solutions you're already solving with current clients and relating that to prospects.
Marc you are really good!!!!
Critical point is “60-seconds rules”
Excellent!
hey thanks it helped a lot
Powerful
What this is so good
this presentaition was more than 60 secs but was goood thanks man
you look handsome with the new haircut man.
Very informative
My teacher.rRespect
So, if a sales person doesnt do it perfectly in an interview, is that a true measure of their ability to sell?
I think so.u must sell your own product before you can sell any ones .God bless you
how to increase sale speed
number 9 is the most important! instagram.com/yointcounty
60 second rule is ridiculous. Otherwise good points
If you feel you're losing them STOP!.
I agree with you 100%
The 9th tip was very vital. I am a sales manager and this training has redirected me to the right part. Thank you
You all probably dont care but does anybody know of a trick to log back into an instagram account..?
I stupidly forgot my password. I would love any tricks you can give me!
Hey Mark, this was a fantastic video, thanks! I went to get your ebook, but i got chrome's security warning to not proceed, and when i did, your site is down. Just a heads-up man! ;)
Definitely, the 60-Second rule
sir i have grocery shop i can not give quick sell how to give quickly
Who had to watch this for class?
Hi Marc, let’s say no case studies to present for references. What to over come this case?
Make a case study. Make shit up. Intention is to tell a story that engages the prospect
Great tips. Thanks. That last one with the calendar is a good one.
Great video.Loved the "get the calendar out and lets discuss next steps"
Dd
Just what I needed.
How long do your typical sales meetings go for ?
90 seconds. Haha.
all good tips there thanks
Distracting haircut
Why is this guy trying to sound like Tony Robbins? Lol - good message though!