In a tough market like today, closing sales deals is even more challenging. Prospects are getting more elusive and customer objections are becoming all too common. For sellers, it is even more crucial to be intentional about every conversation with prospects and customers.
In our panel discussion “Value-Selling a Premium Solution,” Lucy Sharma (Adyen) and Roxana Mead (Grow Therapy) shared practical insights on putting value-add at the forefront of selling a premium solution and tips on making each customer interaction worthwhile.
Here are some key takeaways to guide you in your professional journey.
Do your research and be open minded.
Use the information from your research to be intentional and connect with your prospects. Come to the discovery call prepared, but be ready to listen and learn. By being overly assumptive, you can miss key details that uncover the prospect’s true pain points.
It’s not “no” forever.
Thoughtful touch points are critical regardless of whether your prospect is ready to buy or not. Always connect back to what they shared early on… and if a follow up message can be mistaken for a cold outbounding message, start over!
Tough market or not, you’ll likely get pushback. Be it around cost or competitor differentiation, clearly relaying the ROI by highlighting customer testimonials, use cases, and connecting back to how your product solves their problem will give you an advantage in the long run.
It can be easy to focus on the short term in tough selling cycles and to try to push and sell. However, it is important to think about the long-term value of what you’re offering and to build trust and genuine relationships with your customers so you can continue making meaningful touch points and follow ups.
Want to learn more? You can stream the full event recording here.
Thank you to all of the WISE partners for making this event possible and our panelists for sharing their time and advice.