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Never Lose The Deal with Ganesh Tayi #218
Never Lose the Deal with Ganesh Tayi Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion. In this episode Ganesh offers a fresh perspective and powerful proven practices to close more deals. The Challenge
Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space. They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong!
Successful sales people:
- Dig deeper and find context of the challenge
- Understand who are the decision makers
- Discover how the prospect makes buying decisions
- Ask about urgency. "How important is it for you to work with a company that offers this value proposition. "
If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs.
Three Principles for B2B SellingGanesh's book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal:
- Align your team with the customer team. Look for common goals.
- Analyze the opportunity and the deal. Start by building an ROI model. Analyze your competition and how you differentiate. Lastly analyze your pricing and maximize your profits. Consider deal incentives, not discount e.g 3 year contracts have a better pricing schema. The right incentives help your customers do the right things.
- Ask why they are looking, why now and what is their buying criteria, the must haves and nice to haves.
Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales process accordingly.
How To Find Ganesh Tayi Website: http://www.neverlosethedeal.com/ LinkedIn: https://www.linkedin.com/in/ganeshtayi/Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/
Must Have Sales Process StepsLet's keep the babble going. Here are past episodes you've gotta listen to:
- Master the Art of Closing the Sale with Ben Brown#161
- Sales Cycling and Startups with Jon Woodroof #145
- Wizard of Oz Sales Process with Steve Kloyda #137
- 4 Step Sales Framing Process with Aaron Janx #131
- Win Sales with Mindset Sequence and Systems with Johnny Campbell #123
- How to Sell To Government with Kevin Jans
- Why You Need a Sales Process an Interview with Randy Meier
- How to Sell Coaching Services with Julie Foucht #98
- How To Pitch a Magazine with Cherlyn Chong #97
- 8 morning Rituals for Sales Success with Rayven Perkins #93
The post Never Lose The Deal with Ganesh Tayi #218 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
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By Pat Helmers
4.8
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Never Lose the Deal with Ganesh Tayi Ganesh Tayi is an author, speaker and CEO of Never Lose The Deal. He is a trusted advisor to companies who want to close more high dollar sales contracts. For more than a decade, he has been personally involved with deals of all levels of depth and difficulty and helped close deals worth over $12 billion. In this episode Ganesh offers a fresh perspective and powerful proven practices to close more deals. The Challenge
Unsuccessful salespeople jump too quickly into building a proposal. This is especially true in the B2B space. They do this solely from what they hear the prospect say. They fail to deeply understand the full challenge. Too often proposal they propose, is wrong!
Successful sales people:
- Dig deeper and find context of the challenge
- Understand who are the decision makers
- Discover how the prospect makes buying decisions
- Ask about urgency. "How important is it for you to work with a company that offers this value proposition. "
If you fail to discover all the requirements, you are forever chasing a ghost requirement. Fully understand their wants, desires and needs.
Three Principles for B2B SellingGanesh's book has 10 principles for successful B2B selling. Here are the top three principles to never lose the deal:
- Align your team with the customer team. Look for common goals.
- Analyze the opportunity and the deal. Start by building an ROI model. Analyze your competition and how you differentiate. Lastly analyze your pricing and maximize your profits. Consider deal incentives, not discount e.g 3 year contracts have a better pricing schema. The right incentives help your customers do the right things.
- Ask why they are looking, why now and what is their buying criteria, the must haves and nice to haves.
Focus on your prospects business decision making criteria. Once you unravel and understand you can adjust your sales process accordingly.
How To Find Ganesh Tayi Website: http://www.neverlosethedeal.com/ LinkedIn: https://www.linkedin.com/in/ganeshtayi/Free Copy of the Book: http://freeneverlosethedealbook.com/bookdownload-2/
Must Have Sales Process StepsLet's keep the babble going. Here are past episodes you've gotta listen to:
- Master the Art of Closing the Sale with Ben Brown#161
- Sales Cycling and Startups with Jon Woodroof #145
- Wizard of Oz Sales Process with Steve Kloyda #137
- 4 Step Sales Framing Process with Aaron Janx #131
- Win Sales with Mindset Sequence and Systems with Johnny Campbell #123
- How to Sell To Government with Kevin Jans
- Why You Need a Sales Process an Interview with Randy Meier
- How to Sell Coaching Services with Julie Foucht #98
- How To Pitch a Magazine with Cherlyn Chong #97
- 8 morning Rituals for Sales Success with Rayven Perkins #93
The post Never Lose The Deal with Ganesh Tayi #218 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.