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rss_feedSaaStr ·Jason Lemkin ·05.11.2020 open_in_new

The Best Sales Reps Get Customers to Buy. Even When They Don’t Need to Right Now.

#Founder-Led Sales #Saas #Sales Coaching
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Джейсон Лемкин (Jason Lemkin) из SaaStr отвечает на вопрос, могут ли продавцы заставить клиента купить продукт, который ему прямо сейчас не нужен. Его ответ — да, до определённой степени, и именно в этом и состоит настоящее искусство продаж: если бы продукт был остро необходим, хватило бы простого приёмщика заказов. Лучшие продавцы создают ощущение срочности там, где её нет, убеждают, что их продукт решает большую проблему клиента, досконально знают конкурентов и продают ценность, а не скидки. Всё это сложно, и посредственные менеджеры на такое не способны — поэтому топовые продавцы закрывают в 3–10 раз больше сделок, чем средние.

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The Best Sales Reps Get Customers to Buy. Even When They Don’t Need to Right Now.

by | Blog Posts, Early, Q&A, Sales

Dear SaaStr: Can salespeople really get customers to buy a product they don’t need right now?

Yes, at least up to a point.

In many ways, getting folks to buy a product they don’t truly need today is the true art of sales.

If they really, truly needed it right now … all you really need is an order taker. I’m exaggerating, but not by that much. Any “1 call close” deal really is almost pre-sold before the lead even comes in.

Great sales reps:

  • Create urgency when there really is none. This is really the heart of a great SaaS sales professional. Few apps do we really need to buy at all, let alone this week or this month.
  • Convince prospects the product they are selling really is a solution to a big problem the prospect has. Even if maybe they have many other problems to solve as well, too.
  • Know the competition so cold, they box them out — for real. They know the real weakeness of the other guys, and their strengths. Not just what’s on a battle card or an internal bot.
  • Sell value. So that massive discounting and even price matching isn’t really all that necessary, so long as the price is fair.

    • None of this is easy. And mediocre sales reps can’t do it. This is one key reason the top reps close 3x-10x more than mediocre reps.

    More here: Why a Great Rep Can Close 9x More Than a Poor Rep, and Even 2.5x More Than a Good Rep | SaaStr

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