Tom Hopkins

FEBRUARY 11, 2014

There can be an awkward moment when buyers say no after you’ve asked your closing question. The sales process has been sailing along smoothly with you asking good questions and the buyers giving good answers. Their no feels like you’ve […] The post After buyers say no appeared first on America's #1 Sales Trainer.

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Buyer Selling Skills Relationals Closing 87

Jeff Shore

JANUARY 15, 2019

There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey. Unfortunately, a buyer regretting their purchase decision catches too many salespeople off guard, and therefore they do not handle the situation properly. By Amy O’Connor.

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Cancellation How To Call-back Buyer 84

Partners in Excellence

NOVEMBER 2, 2022

Some readers will look at this title, thinking, “Here Dave goes, getting all philosophical on us… ” But, if we are to succeed as sellers, it probably pays for us to better understand buyers. We know all sorts of things that go on in buyer’s minds. Lately, we’ve heard a lot about FOMO and FOMU.

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Buyer Groups Up-Sell B2B 48

Partners in Excellence

DECEMBER 1, 2021

And it’s this shift that makes the future of selling, business, and work so exciting, yet, also, so challenging. This mechanization of selling has created intriguing, hopefully unintended consequences, both for buyers and sellers. We’ve seem to have lost sight of the human being, both the buyer and the seller.

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Film Buyer Customer Service Relationals 118

Partners in Excellence

NOVEMBER 10, 2021

And it’s this shift that makes the future of selling, business, and work so exciting, yet, also, so challenging. This mechanization of selling has created intriguing, hopefully unintended consequences, both for buyers and sellers. We’ve seem to have lost sight of the human being, both the buyer and the seller.

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Film Buyer Customer Service Customer 114

Partners in Excellence

AUGUST 30, 2021

But there’s another aspect to qualifying that we don’t talk much about. It’s the customer qualifying us. We sales people tend to look at qualifying as a specific activity in our sales process, “We’ve ‘checked’ that box, now let’s move on selling them!”

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Vendor Buyer Customer Relationals 104

Partners in Excellence

OCTOBER 1, 2020

” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. And it’s those feelings that may stand in the way of their wanting to take action and change–even if they must. “Sales is all about people!”

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Customer Face-to-face Groups Engineering 162

Partners in Excellence

DECEMBER 19, 2019

When I first started selling — way back in the dark ages — one of the things I learned about was “buyer’s remorse.” Buyer’s remorse was a bit of a challenge. Fast forward to today, buyer’s remorse has changed profoundly.

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Vendor Cancellation Face-to-face Buyer 48

Tom Hopkins

DECEMBER 8, 2016

It’s inevitable that you’ll eventually find yourself working with hostile buyers. Confronted by a buyer who has suddenly turned hostile, average salespeople get anxious about their own dignity. The post Working with Hostile Buyers appeared first on How to Selling Skills. Related posts: After buyers say no.

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Buyer Selling Skills Relationals How To 40

Partners in Excellence

APRIL 25, 2022

It’s important to talk to customers, thanking them for the business, but asking, “Is there anything we might have done better, or differently, that would have created much more value in your buying process? ” Second, despite losing, our competitors usually do some very interesting and innovative things.

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Analysis Competition Relationals Opportunity 100

Mindtickle

OCTOBER 4, 2022

Seventy-two percent of the respondents in one survey expressed they have felt remorse or regret in accepting a new job that didn’t live up to their expectations. Buyer’s remorse is real and it’s not something sellers should feel after just a few days on the job. Motivate employees with gamification.

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Hiring Course Guidelines Motivation 52

Partners in Excellence

NOVEMBER 25, 2021

Then there is the messiness of the buyers trying to organize themselves to buy and figure out what they want to do. That’s where our expertise is. It’s marketing’s job to make sure customers find us when they are looking for solutions and products. ” Then there’s the competition for our jobs.

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Revelation Hiring Lead Rank Lead Scoring 120

Partners in Excellence

DECEMBER 1, 2021

Then there is the messiness of the buyers trying to organize themselves to buy and figure out what they want to do. That’s where our expertise is. It’s marketing’s job to make sure customers find us when they are looking for solutions and products. ” Then there’s the competition for our jobs.

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Revelation Hiring Incentives Incentive 118

SalesProInsider

JUNE 15, 2020

The good news is that with the information I’ll share in this month’s powerful, and FREE, virtual workshop can increase your conversion rate, close more business, and win more clients. What your buyers need to know before making a decision. ?3 No high pressure scare tactics needed!

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Closing Selling Skills Follow-up Buyer 62

Janek Performance Group

APRIL 26, 2023

That’s because as buyers we don’t like the feeling of being coerced, coaxed, or cajoled into making a purchase decision. Convince the buyer to purchase what we offer or figure out what is most important to the buyer and then help them achieve it? Modern buyers have little desire to be pitched products and services.

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Influencer Buyer Lead Rank Lead Scoring 62

Partners in Excellence

JANUARY 22, 2022

All my news feeds are filled with guru’s talking about how much customers hate certain sales approaches. So then we start declaring the death of sales, with customers going on their rep free digital buying journey’s. Oops, those are filled with buyer’s remorse. Oh, but they hate that too!

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Customer Cold Calling Fashion Channels 89

Partners in Excellence

NOVEMBER 2, 2021

They struggle to make sense, both of what’s going on in their own organization and the overwhelming amount of information around solutions. Then after they have made the decision, they struggle with remorse, “Have they done the right thing?” It’s these areas where we have the greatest impact.

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Revelation Channels Maximizer Social Selling 114

Partners in Excellence

MAY 13, 2022

Here’s a pop quiz for sellers and sales enablement folks. And that’s remarkable! When we look at the biggest problems our customers face in their problem solving and buying processes, it’s not vendor selection. And it’s change! Because what each of us is selling is change!

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Selling Skills Face-to-face Sales Enablement Vendor 87

MTD Sales Training

FEBRUARY 15, 2012

Is it possible to oversell to the point where you actually lose the sale, causing the buyer to change his or her mind? Here are four common ways that you can actually lose a sale after it’s done and dusted! #1. They are only solutions and only matter to the buyer if they solve a problem. Reassure the buyer.

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Competition Up-Sell Buyer Benefit 237

Partners in Excellence

AUGUST 8, 2019

We always have to start with the Buyer. Buying, more accurately, what our buyers face isn’t simple. In fact, every piece of research indicates buyers, customers, are overwhelmed with complexity. Gartner data has shown 53% of all buying journey’s end in no decision made.

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Face-to-face Buyer Sales Talent Vendor 88

Partners in Excellence

MARCH 7, 2022

One would think it’s mostly customers liking this, but shockingly, too many sales people love this. There’s little that sales people can to in presenting product capabilities, features, functions, even conducting demos that a customer can’t do on their own, digitally.

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Lead Rank Lead Scoring Face-to-face Buyer 73

Partners in Excellence

APRIL 22, 2022

Maybe it’s me, but for those few outreaches I do respond to, the majority never follow up to my response. Sometimes, I suspect it’s that I give them an unexpected response. But the majority don’t, because it’s not the response they wanted or expected. However, a response is a response.

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Follow-up Prospecting Up-Sell Objections 97

Gong.io

DECEMBER 27, 2021

You’ve been told that it’s a bad call — but how bad, exactly? It might be obvious, like your buyer asking for a lower price. Because here’s the thing: Once your buyer asks for anything, negotiations have begun. Once your buyer asks for anything, negotiations have begun. . Case in point: negotiating over email. .

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Data Negotiation Call-back Decision Maker 127

Pipeliner

JANUARY 12, 2021

Buyers nowadays are overwhelmed with the selection of products and services on the market. Research shows that having 20 different jams offered to buyers is too overwhelming for them to make a purchase. Thus, the salesperson’s value can drastically increase if he manages to clarify the buyers’ needs.

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Video How To Analytics Buyer 52

Partners in Excellence

MAY 12, 2023

With each one, I feel deep remorse, I’m impacting the lives not only of the individuals, but also of their families. And it’s largely not their fault. So while I’m critical, it’s often driven by the mistakes I have made as a leader. As a leader, I may have made errors/mistakes.

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Face-to-face Intent Conversion Buyer 62

SalesLoft

MAY 25, 2018

A smooth customer journey is the responsibility of the seller, not the buyer. Leaving a lasting impact and positive experience for the buyer begins with the discovery phase and communicating the value your solution can offer individual prospects. Post-sale, it also helps to avoid buyer’s remorse. Click To Tweet.

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Case Study Study Face-to-face ROI 52

Tom Hopkins

MAY 20, 2014

Related posts: Understanding People’s Natural Fears. Overcome Buyers’ Remorse. For some there may have been a […]. The post 6 Reasons People Don’t Buy from You appeared first on How to Selling Skills. Getting People to Buy.

Real Estate 105

Real Estate Selling Skills Training Relationals 105

Partners in Excellence

AUGUST 27, 2021

But let’s start with some data: An older McKinsey study shows over 70% of internal transformation efforts fail. Mort Hansen’s work in Collaboration shows similar data on internal projects. My friend Hank Barnes, has compelling research around “buyer’s remorse,” for those that do buy.

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Incentives Incentive Account Research 73

Partners in Excellence

APRIL 5, 2023

It’s not just them, many of the webcasts I participate in, 99.9% All our conversations, all our thinking about what’s good and what’s bad about selling revolves around SaaS. It’s fun to look at the stories of these founders, the explosive growth, the cult of thinking/lifestyles around SaaS.

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Conversion Small Business Small Business Up-Sell 68

Jeff Shore

SEPTEMBER 25, 2018

In part two, let’s tackle what to do when the buyer is actually canceling the sale. Remember that from my last blog I said that buyer’s remorse is something everyone experiences at some point or another. If you uncover a fear-based reason, you have a shot at getting the buyer back on track to achieving their original mission.

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Cancellation Insurance Insurance Call-back 76

Allego

JULY 17, 2023

Revenue enablement is a holistic organizational approach that gives every team the right training, coaching, and content to engage and support leads, prospects, and buyers at every opportunity. Every role that touches the buyer journey contributes to revenue through sales, upsells, cross-sells, and renewals. What Is Buyer Enablement?

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Buyer Lead Rank Case Study Buyer Persona 118

Tom Hopkins

MAY 5, 2014

When you’ve been training as long as I have, it’s interesting to hear the buzz that people share about you. Overcome Buyers’ Remorse. During the last few months, my staff has received calls such as these: “I heard Tom Hopkins retired.” ” “Tom only trains real estate people, right?”

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Real Estate Selling Skills Training Relationals 89

Partners in Excellence

MARCH 17, 2020

I’ve written, extensively, about how difficult it is for buyers to align diverse priorities and agendas, and navigate the buying process. They are trying to figure out what is happening with their own organizations and their people’s ability to be productive. Complex B2B buying is never easy.

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Face-to-face Sales Talent Up-Sell Customer 107

Tom Hopkins

SEPTEMBER 12, 2014

That’s my favorite time! ” Overcome Buyers’ Remorse. .” ” Overcome Buyers’ Remorse. When one or the other spouse is favorable to the decision, don’t jump right in to close. Wait to see how they […]. Related posts: Barriers to Closing.

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How To Selling Skills Consumer Closing 72

Tom Hopkins

AUGUST 17, 2015

As a sales professional, it’s critical that you put everything else out of your mind when approaching buyers and focus on the buyer’s mindset. The post The Buyer’s Mindset appeared first on How to Selling Skills. Related posts: Overcome Buyers’ Remorse.

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Selling Skills Buyer Relationals Sales Process 40

Product Management University

JULY 27, 2018

It’s July and that means the second half of the fiscal year is in full swing for many organizations. On the product management side of the house, we look back 20 years to examine how the persona of the product manager has evolved and what it means for today’s product managers. Enjoy our July issue. View the July issue.

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B2B Buyer Meeting Sales Process 40

Partners in Excellence

OCTOBER 30, 2013

Each has it’s place, but they are different. The buyer and the situation is very different. We have to persuade and influence multiple buyers. The customer’s decision making process is very complex, we need to persuade, influence and align people with different interests, needs, priorities and agendas.

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Decision Maker Buying Cycle Influencer Negotiation 95