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Episode 93: Closing More Deals at the "Pointy End' of the Year
Manage episode 454853088 series 3504021
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In this episode of the Stronger Sales Team, Ben Wright offers up some valuable strategies for closing deals as the year comes to a close. As the Christmas period approaches. He discusses effective negotiation strategies and highlights the importance of maintaining robust pipelines that accurately reflect business potential. The episode further delves into the optimal timing and approach for introducing pricing in sales conversations, with practical advice on aligning with client budgets from the outset. Additionally, Ben introduces a straightforward yet impactful negotiation framework, featuring walk-in, fallback, and walk-away positions, to help ensure successful deal closures.
Key Takeaways:
- Implement a thorough needs analysis to fully understand customer requirements and decision-making criteria early in the sales process.
- Introduce pricing discussions early to align customer and business expectations, identifying potential budgetary constraints beforehand.
- Utilise a clear negotiation framework with walk-in, fallback, and walk-away positions to navigate complex deal negotiations effectively.
- Leverage the advantages of offering multiple options to the customer to encourage flexibility and final agreement.
- Revisit and reflect upon negotiation successes and failures to continuously improve sales strategies and outcomes.
Time Stamps:
0:00 Intro
3:00 Bringing To A Close Open Pipelines
3:30 Negotiation Frameworks
4:00 Understanding What it Takes to Get a Deal Closed
10:34 Bringing Pricing Up Early
14:54 A Negotiation Framework
21:00 Recap
22:11 Health and Fitness Tip
23:38 Outro
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