What Best Seller do - Connect, Convince, Collaborate to Close

Tonight Vince Beese led the "Triangle Revenue Exchange" event and presented on "What Best Sellers do - Connect, Convince, Collaborate to Close". Vince focused on the dynamic changes in sales today and how the top performers are setting themselves up for success by mapping to the customer journey. This topic was relevant for anyone looking to learn more about making an impact with customers. It was a great event hosted by Smashing Boxes located in Downtown Durham. Here is a recap of top wisdom points shared:

• Best sellers at the end of the day close more deals than their peers. Best sales people sell more and close at higher % than industry average.
• Old school way of sales: ABC (Always Be Closing) or AIDA(Attention, Interest, Decision, Action), "Coffee is for closers!"
• New school way: "Connect, Convince, and Close".

Connect = Dots & People. Your selling a solution to a problem so connect that dot. Then connect on the people level with trust building. Get mutual agreement on this level. Key in connecting phase is to be the TRUSTED resource.
Convince = Why you? Why your benefit outweighs any risk. Convince you are the best solution for their needs. Know what your customer cares about and address. (Cost, Time, Efficiency, ROI). Key in convincing stage is the assure them the RISK is worth it. Give piece of mind!
Close = Understand there is a difference between closing the sale and closing the deal. Closing the sale is getting the yes I want to work with you. Then closing the deal is getting the signing of agreement to execute on partnership. Best sellers stay in the loop to get the sale across the finish line to execution and seeing it through.

• What best sellers do that separates them from the pack based on study is COLLABORATION (Educate as partner and colleague along the sales process via give & take communications. Help create ideas for customers and help customers see best opportunities for partnering and creative ways to execute). Key to the collaboration angle is to be a key part of their buying process.
• Top traits needed for best sales: You must be authentic in what you're selling and empathetic with clear care for the customer and your company. Sincerity with what you're selling and aiming to help customer and company via win/win is key to most successful sales. Lastly, you must have the determination and work ethic for doing what it takes to close the sale.

A great event thanks to TRE and Vince Beese presentation. A big thanks to "Smashing Boxes" for hosting!
About TRE: TRE is a forum for revenue generating leaders who are responsible for driving growth at their organizations. The mission of TRE is to empower learning, sharing and mentoring for the revenue generating community.
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