Mary Kay McBrayer
Mary Kay McBrayer
What Do Buyers Value Most in Sellers?
According to HR Chally Research, which of the following categories do you think was the most important in the buyer’s selection process? Price Service Product Competency of the Salesperson Most often, buyers cite the competency of the salesperson as the most important factor in their selection process. That means that above all, the salesperson him or herself […]
Customize & Execute: How to Get to the Top of Your Prospect’s To Do List
How many times has a prospect told you that they intend to buy from you, but they have not actually committed? Every buyer has a To Do List, but until we move to the number one position, the prospect will not act. Once we have established trust at the top of the sales funnel, we […]
How Does Free Information Support Seller Credibility?
When you first meet with a prospect, you have no credit—that doesn’t mean they necessarily distrust you. It means that you have to earn their trust. When your credibility with them rises, the seller’s fear of you decreases. In order to decrease the fear as soon as possible, we need to get into the relationship […]
How to Know If Your Sales Force Needs Sales Training
Is your sales force consistently achieving your sales goals? If they are, do you attribute that success to the effectiveness of the sales organization itself, or to other contributing factors? If they are not consistently achieving the goals, then your team is not optimized—and the best way to know if a tool is effective […]
How to Move Prospects to Find a Solution: Diagnosing Pain & Gain
In diagnosing pain and gain of a prospect’s business situation, we better inform ourselves to create solutions that fit their problems or goals. With our solutions prepared, we can structure our sales proposal into a pleasurable destination—a favorable solution to our prospect’s issues. The reason that we discover before we present is to find out […]
How to Create Urgency in Sales
Helping Prospects Measure a Problem’s Impact When prospects are satisfied, they are not receptive to change because they have no need to change. It is only when they are unsatisfied or even in crisis mode that they are willing to consider other options. That’s why it’s the sales professional’s job to move the satisfied prospect […]
4 Ways to Include Validation in Your Business Proposal
Most buyers want to trust salespeople but also need to verify our product’s merit. Basically, they want us to tell the truth, but they are too intelligent to simply take our word at face value without further investigation. Unfortunately, most buyers also want to avoid conflict. That means that if we do not proactively validate […]
How to Achieve the Most Effective Business Proposal Structure
The structure of your business proposal gives you, the seller, full control. First, we need to have all of the raw ingredients to craft a compelling message. These include a Point B, Diagnosis of Pain and Gain, Customized Benefits, and a Brainstorm of the Best Value Proposal. We also need to focus the presentation in […]
How to Avoid One of the Biggest Sales Mistakes
As you would expect, buyers are most receptive to change when they are in crisis mode. When customers are satisfied, they are not receptive to change because there is no need to make a change. When they’re in crisis mode, however, the opposite is true: urgency has developed, and changes must be made. From this […]
How to Differentiate Your Unique Value Proposition
People decide by comparing. Your Unique Value Proposition (UVP) is your solution’s actual value because it is something that your competitors cannot do. The most important aspect of differentiation is when you have customized your solution to meet your client’s specific needs. Even though you probably did not change your product or service, you do […]