If you believe like we do, you see that the internet has put the buyer firmly in control of your sales process. To combat this, savvy companies have shifted to a Mutual Opt-In Sales Process. To many, a system based upon excessive transparency, educating instead of selling, and getting prospects to ask to be sold seems foreign.
However, once you adopt such a system, costs decline and sales increase. For some, this system can be live-altering.
Watch the short video below to learn more.
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →
Even though small businesses aspire to grow, many remain modest in size despite these ambitions. While numerous factors contribute to a company’s size, one key reason small businesses often stay small is their lower rate of initiative adoption compared to larger businesses. This article will explore why starting fewer initiatives is a significant factor keeping... Read more →
Watchin the video it is clear that you can give the client everything they need on the spot without the “hard close.” You still control the process in the which means your probability of getting a “YES” IS GREATLY increased
I have been utilizing the mutual opt-out for a few years now in negotiations to demonstrate the fierce competition within a specific category or relationship. It works wonders on renewal after a successful campaign. Up selling is an easy conversion under such circumstances!
Having done marketing/strategic planning for an investment bank ( which besides being
analytical is a sales machine) I would concur with your videos.
Having owned my own business I would have to agree that the Face to Face sale was an out for me. The way you are presenting your services here would have greatly increased and salespersons chance of selling me.
Building a relationship once on a time makes the customer feel more comfortable and building a Trust when Customer trust you and you get connected with them they buy from you
I think that makes perfect sense. I always like a consultive, educational approach but it’s good when you can create need in the buyers eyes, build passion and desire for your product then the close gets easier. I’ll take a look at VirtualZo. When do we get to talk?
Very Interesting concept that make sense in sales closing process and you as the seller are still in control of the client.
Interesting sales concept that works very effectively and keeps the seller in control.
sounds interesting
I agree with the Concept, we are in different times. We don’t changes the Message, but we better change the Methods!
Consultative selling is much more effective than product selling because you give the customer exactly what “they”
want verses cramming a product down their throats and telling them they will like it.
No one can argue with their own data. Use it against them
I have always been a face-to-face sales guy. Recently I have been utilizing a very similar style of selling. I’ve come to realize that I’m getting much quicker and secured responses. I have changed my old-school ways.
Very interesting content
This entire concept is really fascinating and I want to learn more
video is spot on! consultative and conceptual selling are the tools that professional want and need in this extremely competitive marketplace.
9158204952
Be factual not dominant, using proof documents
Agreed, TMI. Not enough relationship building as well. Customer wants more info and can get it today. Thanks. Look forward to speaking with someone soon!
Exactly ! I’ve been utilizing a non-solicitation, solutions-based, ROI benefits Sales process for 15 yrs.
NO ONE LIKES TO BE SOLICITED or SOLD !! It has to be ‘their idea’…
So, I plant seeds, cultivate… then Harvest ! What if… did you know that … Disruptive Technology already has…
Is Sales, a Verb… or a Noun…?
Is Trust… a Verb… or a Noun…?
Only the Best – KO
I agree with the premis wholeheartedly. Too many salespeople “pitch” prospects, and then don’t understand when they don’t buy. Too many salespeople are using a sales style that became obsolete 25 years ago.
I completely agree, you can’t sell me but you can help me buy !
Listening it is the best tool to get connect it to justify what’s the customer needs Sure you can find out the true projection
Thank you for the information.
With just about everything out their asking for opt-in or out. This is a great concept for getting potential customers to opt in to get the info they want.
Understand the mutual opt-in sales process very clearly. I certainly understand how it moves propect forward in a step by step process of opting in to that next step on to the close.
great stuff, a fresh new look to the sales process. letting the data do the work!
After watching vehicle this make perfect sense, it creates the wiifm -whats in it for me mentality
Video made a lot of sense. One thing that I noticed in today’s market is that we do have to change the way that we sell. By not changing our tactics we will suffer and “die” a slow and painful death!
good information I always use a consultative approach. If the client feels you are taking an interest in him or her personallly it’s much more likely he or she will buy.
I have always used a Socratic Method
Where you ask a question or a series of questions in which you get them to agree to then ask a concluding question to get the desired response.
Using multiple methods to gain advantage is always powerful. You just need to know how to use it effectively
Sales methodology video reflects the way I have been working with customers for a long time and training sales reps and managers. Find out what the customer wants, why they want it and at a price they deem acceptable . Very pleased to see that this approach is being promoted versus old style “sell/close, sell/close from the beginning to the end of the sales process.
Can’t wait to learn more. A change in the process is key and the internet has impacted everything.
Mutual Opt In Sales is a start. I need more content for best practice.
Very interesting & accurate – train customers how to utilize the data
This consultative approach is a perfect concept to overcome the Too Much Information client we now see.
9197404128, I agree that power is knowledge, but helping those customers distinguish between what is essential to there buying decision is what a good salesperson does, so that would be why our group could bring a great advantage.
I think it’s a concept that has promise. I agree that the face to face in home sales is out dated most people don’t trust a sales person to let them in their home in today’s world. I’m looking forward to learning more about it
I absolutely agree with the content of this video
I would love to speak with you. This is a great approach for helping small businesses.
I am very excited about your approach.
I am interested in discussing it further.
The visibility sale has replaced the consultative sale. For the most part customers now may know more about your product or service than you do. Particularly how your customer base has publicly, or privately, commented on or rated you. Gone are the days when you do not mention any shortcomings, they already know about them.
JB
Agreed 100%! Training your sales staff to understand the importance of giving up control to gain control, make a friend, know and believe in your product, provide good information in a timely manner, deliver on your promise and utilize your CRM program to its fullest capability is the key to success.
I have run businesses for many years and the information in the videos is dead on! The culture of selling has completely changed and the videos demonstrate a much smarter and effective approach to developing customers, sales and most important a relationships with those customers that generates businesses over and over again, well done!
The seller has to hold the power or else it’s kind of hard to close that sell
TMI…takes a now buyer and turns them into shopper. Great approach to get past that common objection.
The process of sales has evolved from this game of hide and seek, where the salespersons main objective was to overcome objections and have the buyer reach a consensus that you’re the best option…
And the salesperson was seeking answers while the buyer was hiding…
To value and relationship building coupled with pain solving from a perspective of authority and educating a prospect.
Envolvrd methods of monitoring the sales process is one of the most important aspects of the effort
Using a Mutual Opt-In Sales Process
I have been unknowingly using this process with very large account as the playing field has changed in my industry. It has helped to get the “yes” answer more often than not.
I implemented a sales process at EDS similar to this 9 years ago. The focus was understanding, in detail, issues and impact of problems AND proposed solutions not only in the customer organizations but in OUR organization.
I implemented and ran a sales process in a $300M company that focused on issues and solution impact both within the client AND within our company. Doing this resulted in a dramatic increase in closing business that was profitable for the client AND for the company I worked for. We ended up walking away from several opportunities and an improved close ratio AND profitability. It also enabled better use of our valuable resources.
I agree Ruth your basic concept of sellin today
Great information….
Having been in that place of knowing but not knowing in business, I wish I knew about this product.
I strongly agree with the sales tech iques discussed in the vieeo.
I love the idea of this and it’s a wise move. I agree 100%
Yes this time for this type of service is here.
I totally agree with this sales video and how you things have changed over the years. I’d like to learn more about what I would learn while working with SalesQB
I have been using this approach for many years. It works.
That is very true buyers have all the information they need important to have that edge to finalize a sale
This is great…….Make you customer a part of the process!!!!!
In my most humble opinion…The sales process is multifaceted and one must keep control of the process. Granted the prospect will know more about the product due to modern technology, however the process is still the same. It is our job to know about them as well and their product or service. We must research about all their processes prior to sitting with, we must do our work first and foremost. What I mean is that we should know about the product or service as much as possible, we must know their target audience, their market share, who their competitors are, is their pricing competitive. Believe me knowing about them and telling them that you know about them shows that you have done your homework. Although it may not close the sale….now you have their interest, believe me when doing. Consulting work being prepared us part of the battle and open the door…getting them to take about themselves has one past the door and sitting on the couch . It never fails, their eyes get big and they are engaged…..you are in CONTROL. This is just the start of the process.
Give a little to get the rest of the pie.
Great insight and Ideas. Mutual opt-in looks to be very productive.
Great video! And so very very true – TMI is a problem for buyers – they need our help as sales professionals to “sort through” the information and the concept of a mutual opt in process does work.
My sales toolkit has standard “plan letters” that I use with customers to do exactly that – mutually work on the timelines and objectives of a project and mutually agree on next steps and deliverables – from both parties!
I do agree with your video. Times have changed and I have changed with the Internet Age!
There is no question that electronic data is an important aspect of a SALE today!
Interesting concept and added value to the process but I think that face to face always has more value especially today when everything is digital. A lot of times meeting the buyer is where you make the connection and establish some level of trust.
According to this video, sales volume is higher if the face to face approach is in place. Why customers buy in face to face transactions?
Looks like a great opportunity for my skill set.
The customer is more educated and has a lot more information but this process gives the seller a chance to clarify some of the information they have found on the web. Education on your product is the best way to sell.
This is absolutely correct. I’m seeing more control from the customer, a lot of my senior sales people are really struggling with this paradigm shift in the sales process.
Very good. Today’s environment.
This is interesting. Having used SPIN for a long time, I can see the advantages.