Are you really listening?
Active Listening is key to success in sales yet….“Most people do not listen with the intent to understand; they listen with the intent to reply.” – Stephen Covey If Stephen Covey were alive today, I’d bet he’d crush it in B2B sales. Why? Because this nugget of wisdom is the cornerstone of building not just […]
The Negotiation Iceberg ~ Positions vs Interests
The Art of Playing Catch™: Turning Conflict into Collaboration with Interest-Based Negotiation Do you want to be a better negotiator? Picture this: You’re on a playground, tossing a ball back and forth with a friend. There’s rhythm, understanding, and even a bit of joy in the exchange. Now imagine that same scene, but instead of […]
Consistency: The Secret Ingredient to Sales Success
Building a high-performing sales organization that exceeds expectations isn’t magic—it’s method. And at the core of that method lies one essential secret ingredient: consistency. Consistency in capabilities. Consistency in processes. Consistency in tools. Consistency in training and development. These aren’t just buzzwords—they’re the building blocks of a sales team designed to win, year after year. […]
How to Lead a Needs Discovery Session with Your Client
In the world of sales and client relationships, a strong understanding of your client’s needs is the cornerstone of successful partnerships. A well-executed Needs Discovery Session can help you in building the necessary trust, uncovering challenges, and positioning yourself as a valuable partner. Let’s explore some key strategies on how to conduct this crucial meeting […]
Winning Over Buyers in Competitive Sales
Best Practices for High-Stakes Presentations When you’re facing off with competitors in a high-stakes sales presentation, good enough just won’t cut it. The buyer is assessing multiple offers, and your task is to rise above the noise, make a lasting impression, and prove your value in a way that’s both persuasive and engaging. No pressure, […]
Playing Catch™ – The Art & Science of Asking Great Questions in Sales
Ever been on the receiving end of a rapid-fire sales pitch and felt like ducking for cover? You’re not alone. Too often, sales conversations feel like a monologue rather than a game of Catch. Optimé International coined the term “Playing Catch™” to describe the ideal sales conversation: a genuine back-and-forth exchange, where each question and […]
The Art of Negotiation: A Crucial Skill for Sales Success
Negotiation is at the heart of every sales process. It’s where the magic happens, turning potential leads into satisfied customers and fostering long-term business relationships. As sales managers and senior sales leaders, honing your negotiation skills and those of your team can be the difference between closing deals and losing opportunities. So, let’s explore some […]
Navigating the Decision Maze: Engaging Key Decision Makers in a Buying Team
In the intricate landscape of organizational decision making, sales professionals often encounter a maze of stakeholders, each with unique priorities and influences. Successfully navigating this maze requires a nuanced understanding of the different personas involved in the buying process and crafting tailored engagement strategies for each. Identifying these decision makers early can significantly speed up […]
How to Qualify Sales Opportunities?
In the fast-paced world of sales, sellers often face the challenge of prioritizing their time and resources wisely. Every interaction with a potential buyer presents an opportunity, but not all opportunities are created equal. To effectively navigate this landscape and focus on prospects with the highest potential for success, sellers need a systematic approach to […]
Building Trust With Your Buyers – 4 Key Elements
In the bustling world of sales, trust reigns supreme. It’s the magic ingredient that turns a casual prospect into a loyal customer. But trust isn’t something you can slap on like a sticker; it’s a delicate dance that requires finesse, integrity, and a dash of authenticity. So, how do you go about building trust with […]
