Prospecting is the top-rated difficulty among most salespeople, followed by the steps involving negotiations & closing. One of the most critical elements to prospecting is effective research. When done meticulously, it can be game changing and can accelerate success significantly.
The shift to nearshore inside sales stems from its many benefits such as cost reduction, time saving, efficiency along with meeting the changing needs and mindset of technology buyers.
Handling objections skillfully revolves around 4 pillars – listening to the customer, making them feel understood while identifying the core of the problem. Finally, use all this information to respond of their own accord without pressurizing them in any way.
As a salesperson, the prime numbers that advocate your mettle are the number of deals and the Total Contract Value (TCV) of those deals that you close in a given period of time. It’s common knowledge that the pressures to close deals with agility are immense in the technology industry.
The bottom line to a cognitive approach to cross-selling and/or upselling is being receptive and perceptive, rather than being reactive.