THE TOP 9 SECRETS OF HIGHLY EFFECTIVE SALES CONVERSATIONS
Set the agenda
The order in which you bring up key issues might impact the success of a sales conversation. Here are two examples of how that works.
It is not just what you say, but also when you say it.
Pricing
When you bring up pricing is very important. It’s one of the tensest parts of a sales call.
Here’s the lowdown: Top representatives discuss pricing late in the sales call. On a one-hour call, for example, they wait until three-quarters of the way through. In comparison, average salespeople discuss prices around the 12 to 15-minute range. Top salespeople establish the product’s value initially, which increases the likelihood of the prospect agreeing to favorable conditions.
Star Reps
Average Reps
Call duration
38 - 46 min window
Statistics provided by Gong.io
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