Tag: SIMPLE Framework

Sales

Why You Lose Deals

  I was attending an online sales kick off meeting where i heard Anthony Iannarino present. He is an international speaker, author, and sales leader. He posts daily sales tips and insights to The Sales Blog. Learn more about Anthony, his keynotes & workshops, or contact him directly. He shared a list of 20 reasons why sales people lose deals. I found it incredibly useful and true. So, wanted to share the same with you all. All these are addressed if you follow my SIMPLE framework for complex deals. This framework creates a step-by-step guide for you to increase your deal […]

Sales

SIMPLE Framework: ‘Leading’ your Prospect to Close the Deal for Them

We are currently at the 5th stage in the SIMPLE Framework for winning at B2B Sales. If you have not already read about the first four steps (Surprise, Inspire, Motivate & Position), I would strongly encourage you to go back to those posts and read them in the right order. The fifth step in the process is where most of the sales teams lose the deal to their competition. It is not enough to position yourself or your product/service/expertise to solve a need you helped your customer identify, you need to lead them through their decision cycle so that you are […]

Sales

SIMPLE Framework – Positioning: What is Your Positioning Strategy to Move Your Deals Forward

We have earlier discussed the first 3 steps in the SIMPLE framework for selling – Surprise, Inspire & Motivate. If done well, this will bring your customer/prospect to a situation where they identify with a vision that you have painted for them and are motivated enough to take action to move towards the vision. Once the customer is motivated to do something about the challenge that you have helped surface, you need to then position yourself or your product/service, such, that the customer feels confident that you will be able to help him resolve the challenge. This is the 4th […]

Sales

SIMPLE Framework – The Most Important Step in the Sales Process

In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. I had elaborated on the 1st step which was about how to “Surprise” your customers to initiate their engagement. The second step in the process was to “Inspire” your customers, which entails that you paint a picture of possibilities.  The third step in the process is to be able to “Motivate” your customers to take action. The biggest competition to any sale being concluded is not your competitors but the “inertia” in your customer organization to change.  We need to understand that every significant purchase […]

Sales

“Inspire” Your Customers to Stop Losing Deals to Status Quo – SIMPLE Framework for Sales Effectiveness

In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. I had elaborated on the 1st step which was about how to “Surprise” your customers to initiate their engagement. Today, I shall elaborate on the next step – Inspire your customers.  One of the biggest reasons why deals don’t go through is in-action. Sales teams don’t lose a deal to their competition but to status-quo.  The first step in fighting status-quo is to inspire your customers to act upon the new insight that you had used to surprise them. Paint a picture for your customer […]