The journey of creating value never ends, not even after the sale. To maintain long-term relations with your clients and customers, it is important to provide constant support. Analyze data and then tailor your offerings in a way that increases customer value. Moreover, provide personalized recommendations and introduce them to such features and complementary products to make your products more appealing and enhance the solution Delivering or exceeding the Quantified Value Promise is the best form to satisfy your customer The World Class Sales people ensure that they close the loop with their clients, by going back and measuring the "Value Delivered" and contrasting that with the "Value Promised", highlighting the successful delivery

One of the first principles to apply in Understanding Client Objection is to Listen attentively, Pause, acknowledge that the Client has a concern, Probe to understand the Client's Objection, their stated and unstated concern and the Root Cause for the Objection. Continue probing till you have understood all the nuances causing the Objection. Confirm your understanding, before proceeding to Handle the Objection.

⛔️Don't be fooled by a price objection. It's a value objection. If you are proposing a high return and a payback within a year but the customer says it's too expensive, then the customer doesn't really believe your value. 🙄You may have calculated the value compared to the customer doing nothing. But if you are in a competitive proposal process, the customer already accepted the value of doing something. What you haven't proven is your value compared to your competitor. ✅ Calculate the value compared to your competitor to demonstrate that it’s greater than your price premium. 👇Are your value calculations compared to your customer's current situation or your competitor's offering? Let me know in the comments.

The key in dealing with objections is to take a step back and listen. Don't jump into conclusions and ask clarification questions. When selling online it is key to showcase the value of your offerings by providing customer cases and ROI calculators. Even if your customer is willing to buy your product, he/she will need to justify with the other stakeholders.

The simplest, most powerful move, is to ask the Client directly, "how they would like to have it resolved?". Often this is the shortest and quickest way, rather than "Spraying and Praying". This approach can help you avoid giving away those precious "Tradable's" that could be the difference between a highly Profitable Deal versus a less Profitable Deal.

We see a lot of companies that have boring customer stories that are irrelevant to the customers. Value lies in the eyes of the beholder. If you want to convince, you need sufficient data aimed at different personas and objections. A good approach is to create a matrix where you map objections and personas. Using the matrix, you can see how to deal with pricing concerns for a CIO for example. Don't forget to validate whether your answer is relevant to your contact.

The ECHO Technique: Ensuring Crystal-Clear Resolution Elaborate: Restate the objection and your solution in detail. Clarify: Ask if any part needs further explanation. Hypothetical: Pose a scenario where they'd use your solution. Ownership: Encourage them to describe how they'd implement it. Example: "So, we've addressed your concern about implementation time. Let's say you start next month - how would you envision rolling this out to your team?" This approach: Reinforces understanding Uncovers hidden objections Builds confidence in the solution Transitions smoothly to next steps Remember: A well-confirmed resolution sets the stage for a successful close.

One of the best practices that reps tend to forget is to make the list of concession before the negotiation. What are you willing to give and in exchange of what. I still see a lot of reps that step into a negotiation while they lack this list and wing it... You don't wing a negociation.

Start by fully understanding the customer's needs and concerns, ensuring you address them directly and empathically. Then work on finding a win-win situation where the customer receives high value, and you gain a long-term, loyal customer. While negotiating, focus on long term relations, for instance, providing discounts on next order, referral discounts, loyalty programs, subscription discounts and other such methods can enhance customer loyalty. Remember, price is not the only competitive factor. Quality, features, innovation, brand reputation, customisation and other factors can help a product stand out and increase its value. Hence, incorporate such factors while negotiating.

Handling Objections and Negotiating Value Online: 1. Understand their concerns: Listen actively to uncover the real reasons behind their objections and address them directly. 2. Emphasize value, not just features: Share real-life success stories that demonstrate how your solution solves their specific problems. 3. Be flexible, not defensive: Negotiate terms that work for both parties, showing you're willing to find a mutually beneficial solution. 4. Create a sense of urgency: Highlight limited-time offers or scarcity to encourage a timely decision, but avoid high-pressure tactics. 5. Seal the deal confidently: Guide them through the final steps, making it easy and convenient to say "yes" and complete the transaction.

The Power of Silence in Online Negotiations In the world of online sales, remember the counterintuitive power of silence. After addressing an objection or making an offer, resist the urge to fill the digital void. Instead: Count to 10 silently before responding further Use "typing indicators" strategically to show you're engaged If on video, maintain a calm, attentive expression This technique: Gives clients time to process information Reduces pressure, encouraging honest responses Often leads to clients volunteering additional concerns or information Dont kill the deal by opening your mouth!