Iannarino

JULY 16, 2021

Maybe it’s service. Let’s say that out of twenty contests, your competition won four deals where the primary compelling reason to change was service. You now have evidence that your competition is positioning themselves to meet service needs more effectively, maybe because you believe something else is more important to your clients.

Price 319

Price Gaming CRM Clients 319

Anthony Cole Training

MAY 17, 2024

According to the 2023 Edelman Trust Barometer, “Only 59% percent of the 32,000 global respondents to the firm’s 23rd annual trust and credibility survey trust financial services to do what is right, compared to 75% who trust technology and 71% who trust education and food & beverage companies — the top 3 most trusted industries.

Sell 263

Sell Education Trust Technology 263

Anthony Cole Training

AUGUST 1, 2024

To compete in any marketplace, especially the competitive arena of financial services, advisors, producers, lenders, and relationship managers must have a strategy for success. There are many ways to differentiate and compete but there are 3 key areas to developing a competitive sales strategy.

Relationship Management 295

Relationship Management Sales Clients Service 295

Iannarino

APRIL 11, 2022

Every product or service is designed to solve a problem, and because your client isn't going to buy what you sell if they don't recognize a need, you search for a problem. The idea that salespeople solve problems is true. But this is mostly only true when solving the problem means selling their prospective client their "solution."

Clients 315

Clients Prospecting Service Sell 315

Anthony Cole Training

AUGUST 16, 2024

Every business that has ever been started has done so by wanting to position its products or services on a continuum between the two extremes of value and price. Some businesses (think Apple, Ritz Carlton) are focused on delivering a high value experience. Most businesses land somewhere in the middle.

Price 295

Price Sell Service Product 295

Anthony Cole Training

OCTOBER 25, 2024

If the investment is significant enough, most buyers will look for an expert in the area to guide them, particularly in the world of financial services. What research did you do to explore your options, and where did you go to find the advice to make a decision among the choices you had?

Sales 254

Sales Clients Service Process 254

Veloxy

JUNE 15, 2023

Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools. In general, outside sales representatives tend to focus on more complex, high-value sales, while inside sales reps offer lower-priced products and services. You can learn more here.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Iannarino

APRIL 21, 2022

The reason the salesperson needs a problem is that in absence of a problem, there is no need for their "solution," a word designed to inflate a product or a service into something both the salesperson and their prospective client believes to be greater.

Clients 297

Clients Prospecting Service Product 297

Iannarino

APRIL 6, 2022

There is a difference between the value created in the sales conversation and the value of your product or service, one or both being described as a "solution," a way to solve a problem. The difference between the value of the conversation and the value of your product or service is one of experience.

Conversion 261

Conversion Sales Clients Service 261

Iannarino

MARCH 31, 2023

These include new logos, competitive displacements, increased profits, and cross-selling new products or services. The general objective of most sales organizations is net new revenue growth, but the sales force may have multiple sales objectives.

Cross-sell 291

Cross-sell Sales Growth Service 291

Veloxy

MARCH 23, 2023

How could we improve our products or services? However, you need to keep in mind that customers are not as intimately familiar with your product or service as you are. 4: How would you rate our product/service? Dive right into the product or service and ask what the customers liked or disliked about it.

Process 244

Process Objectives and Key Results Sales Up-sell 244

Veloxy

FEBRUARY 13, 2023

Five examples of close ended sales questions Have you used a similar [product/service] before? Are you interested in purchasing this [product/service] in the near future? On a scale of 1 to 10, how likely are you to recommend this [product/service] to a friend? Have you budgeted for this purchase?

Objectives and Key Results 246

Objectives and Key Results Sales Objection handling Follow-up 246

Iannarino

APRIL 5, 2022

But most salespeople differentiate in the exact same way as their competitors—something they prove by opening the first meeting with a history lecture on their company, followed by a picture of their company's trophy case (the logos of their large clients), followed by how their product or service solves the client's problems better than their competitors. (..)

Clients 287

Clients Meeting Service Sell 287

Iannarino

DECEMBER 25, 2022

As a financial advisor, your clients invest in you , not just your service.

Clients 54

Clients Sales Service 54

Iannarino

JULY 3, 2021

Pitch them right away, even if your product, service, or solution requires a complex sale. After all, this call is all about you: your company, your product, your service, and your solutions. They don’t really care who this stranger is, and they don’t really want to tell you how they are. Step Three.

Cold Call 331

Cold Call Pitch Retail Meeting 331

Iannarino

JANUARY 26, 2023

Blue ocean strategy occurs when a company creates a product or service that has no real sales competition. Because blue ocean strategy makes the company or its products and services truly unique, it creates a sustainable competitive advantage.

Entertainment 47

Entertainment Service Product Sales 47

Iannarino

MARCH 26, 2022

I started to try to illuminate this concept in a past newsletter with a thought experiment about how you might sell were you to have no product or service. Over the last couple of months, some significant amount of what I have written and published was intended to allow you to see something that might not have been visible to you.

Consult 283

Consult Conversion Sell Service 283

Iannarino

MARCH 14, 2023

A competitive analysis is essential in every industry, as there are typically many companies selling the same products or services. But it is your obligation to identify your competitors and develop sales strategies that allow you to beat them in a contest for your ideal customers. You don’t want to lose.

Service 278

Service Sell Product Customers 278

Iannarino

DECEMBER 27, 2022

One way you can differentiate your products and services is by using a positioning statement. In a time when there are too many sales organizations chasing too few prospective clients , differentiation is difficult. Because most industries have a glut of competitors, your contacts believe what you sell is a commodity.

Contact 274

Contact Clients Prospecting Service 274

Iannarino

FEBRUARY 3, 2023

The more you focus on selling your products and services, the more you lose deals. When your sales conversation doesn't create value for your prospect, it provides a poor and inadequate B2B sales experience. You need a better sales style.

Sales Experience 270

Sales Experience Contact B2B Sales 270

Iannarino

OCTOBER 11, 2022

Pricing power refers to a company's ability to set and increase prices without significantly reducing demand for its product or service. It also suggests the ability to withstand competitive pressure and maintain margins. Sometimes a company has pricing power, and other times it’s difficult for them to raise prices.

Price 265

Price Service Product 265

Veloxy

JUNE 21, 2021

If you sell IT services, your cold calls could and should be different than a financial services consultant. A great way to do this is by coming up with three common problems your customers experience that your product or service can help with. Veloxy offers products and services that will take your sales game to the next level.

Cold Call 298

Cold Call Objectives and Key Results Pitch Follow-up 298

Iannarino

FEBRUARY 28, 2022

Occasionally, some smart entrepreneur comes up with a product or service so much better than anything else in their category that they dominate the market. With the iPhone, Steve Jobs created a single device that eventually destroyed the two largest phone manufacturers.

Transportation 268

Transportation Manufacturing Sales B2B 268

Iannarino

JULY 8, 2022

The result is a deluge of asynchronous communication, which is about as efficient as the United States Postal Service. Much of what is touted as efficiency is really just more activity , even if it doesn't generate the desired outcome.

Service 265

Service Sales 265

Anthony Cole Training

JUNE 7, 2024

BAI’s forecast for financial services organizations’ deposit growth in the year ahead is negative, with a forecasted 2.4% Client retention as well as new customer acquisition are the focus. In fact, according to BAI Banking Outlook: 2024 Trends, “the No. 1 business challenge for bankers will be growing their deposits.

Growth 248

Growth Customers Presentation Clients 248

Iannarino

SEPTEMBER 29, 2022

Nor is the contest between their solution and their competition's product or service. It is important for sales leaders to understand that, when pursuing a deal, the contest isn't between their company and their competitor's company. Instead, it's a contest between the salespeople trying to win the client's business.

Sales 261

Sales Clients Service Product 261

Iannarino

AUGUST 2, 2022

The person accepting the job would be expected to know how to sell, and their onboarding might have consisted of being given information on their product or service, a territory, a phone book, and a wish for good luck. There was very little preparation to ensure the salesperson would be successful in their new role with a new company.

Territory 261

Territory Sales Service Sell 261

Iannarino

SEPTEMBER 28, 2023

What followed was, and still is for many, positioning the company’s product of services. Because this might not always be enough, the salesperson would talk about their happy clients, adding additional proof.

Trust 260

Trust Clients Meeting Service 260

Iannarino

JUNE 16, 2023

While selling a differentiated product or service might bring you easy success and commissions, it will stunt your development as a salesperson. As a new sales rep, you might want to sell a product that is unique and special. You might believe it would be even better to sell something with no available alternatives.

Sell 252

Sell Commission Service Product 252

Iannarino

MAY 15, 2023

Many salespeople believe they are selling value when they are really selling their products and their services. This is the result of a legacy approach to selling that teaches salespeople that their company and their offerings create value. Because they believe that their solution is the value, their selling strategy is poor.

Sell 247

Sell B2B Service Product 247