Construction Prospecting Solutions Selling Tools 
Highspot
JANUARY 9, 2024
It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.
SBI
JULY 16, 2013
The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. Understanding why the answer is no— or more precisely, what’s keeping your team from selling as much as they could be selling—is the key to radically increasing revenue in the future. hours a month.
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PandaDoc
JANUARY 17, 2023
It’s a process that is individual for each bid, amassed before the prospect sends you a request for proposal (also referred to as RFP) and gives you a better chance of winning the deal. Through capture planning, you get to know each prospect and forge a relationship with them even before they make a purchase. What is a capture plan?
Corporate Visions
MAY 22, 2019
Even if you sell a truly remarkable product, prospects aren’t likely to recognize the full value you offer. In fact, most prospects either don’t recognize or can’t articulate the root of the challenges they struggle with on a daily basis. They talk about “why us?” — why the prospect should choose them over their competitors.
SBI
MARCH 26, 2013
As I read both books, I asked myself what they tell us about how and what our prospects go through when they make decisions (either to believe in an idea, or to make a change). Consider asking a prospect to buy your product, in this example, an expense reporting tool. What if instead, we helped prospects widen their options?
Pointclear
FEBRUARY 23, 2018
Quality conversations and personal engagement with prospects. All the time we’re having unscripted conversation with our clients’ prospects. They all have college degrees, they’ve been through sales training (Miller Heiman, SPIN ® Selling, Solution Selling ® ) and they’re PointClear certified, so they have the skills to sell.
SBI
JUNE 12, 2012
How do you lead each conversation so the prospect will want to continue the sales journey with you? Did you first think through the key sales messages and the best way to communicate them to prospects? Step number one, is to commit the most constructive or dynamic trigger statements onto your conversation map.
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