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The TOP Issues that Sellers want to Know About

Question: How Can Win Themes™ Improve My Win Rates?

Answer: Win themes™ are a great way for sellers to improve their sales conversations.
Win themes™ are the intersection of your prospect’s priorities and the strengths of your products or services. Win themes™ should be used to prepare for all presentations and important sales calls.

For example, one of my clients was preparing an RFP response to expand their business with a current customer. The opportunity was worthmillions of dollars to my client. We took the time to develop three solid win themes™ and then went back through the RFP to make sure that each and every answer in their response pointed to one of the win themes™. We also included an example to reinforce the message. The examples were ‘evidence’ of the win theme™ and provided solid proof. Their response went from generic (template based) to compelling and it was a game-changer for them. They won the contract! (more…)

The One Question Salespeople Don’t Ask– and Should

Salespeople ask many great questions during meetings with prospects.They ask probing onesabout their prospect’s pain and uncover their prospect’s short-term and long-term goals.

However, the most important question often not asked in the sales conversation is, “How committed are you and your organization to eliminating this pain and/or achieving this goal?” I am not talking about qualifying for the amount of time and dollars needed for a successful engagement. (more…)

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