STC108: Why you shouldn't be creating offers before you have sales conversations
Tackling the common misconception of creating offers before having sales conversations, Jess explains why this approach may not be the most efficient use of time and offers alternative strategies for selling to corporate organisations. Creating offers without sales calls is risky. Offers are based on your perception and experiences, which may not align with client needs [00:09:44] The fear that stakeholders will ask how you can help them without a mapped-out offer (00:07:12). Spending time creating offers before sales calls is not the most efficient use of time (00:08:35). Many of us feel the need to have our offers perfectly crafted before we even start reaching out to potential clients. We believe that knowing our offers in advance will make sales calls easier because we have a clear pitch. But the truth is, spending time creating offers upfront can actually hinder your progress and efficiency. Join us as we explore the three key reasons to rethink your corporate sales strategy for the final quarter of the year. In this episode I’m sharing; Reasons why September is a good time to sell to corporate organisations Efficient use of time: Preparing elaborate offers can be time-consuming. Instead, focus on lead generation and having meaningful sales conversations. How you’ll feel more prepared on sales calls by knowing your offers upfront. Key Quotes; The Importance of Selling Consultatively: "The best sellers, the people who are the most consistent in their sales achievements and revenue, and the people who are most consistently winning clients, winning bigger deals are the people who are selling consultatively." — 00:19:3500:20:52 The Importance of Qualified Sales Calls: "And actually having qualified sales calls is one of the most important parts of creating sellable premium priced offerings because it's on those sales calls that we learn the nuances and the language that we would use or that our client would most importantly use to help sell it in." — 00:16:4300:17:05 Key Resources Mentioned in this Episode: Join The C Suite ® Self Study now! If you’re looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now. Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate. Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients. Top 5 Business Development Questions: If you’re looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects. Connect with me on LinkedIn. If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review. Click here if you would like to listen to my recent TEDx talk.