The Priority Sale A sale executed at the highest level. It happens when an organization’s real impact is connected to what matters most to a prospect.: How to Connect Your Real Impact to Your Prospects’ Top Priorities
Over the past twenty years, it has become harder for sales organizations to prevail over the three deadly Cs – Commoditization Absence of any perceived value, making it so that price becomes the only determining factor. Whether there is real differentiation or not, if the prospect’s brain cannot or will not distinguish this differentiation, it doesn’t matter., Compressed Selling Time Technology has enabled people to glean more education and insights without the assistance or guidance of salespeople. A 2020 Gartner study demonstrated that 83% of the prospect’s buying journey is completed before the salesperson is invited in. Less selling time prohibits effective investigation of need and trust building, putting all sellers at a disadvantage and making “selling” all about responding to requests, reacting, and order taking., and Consensus Decision Making. They are a product of the rise of the internet and our roller coaster economy.In The Priority Sale, strategic-selling change agents Bryan Gray, Jesse Laffen, Paul Davison and Mike Rendel will teach you how to reach real decision-makers early, and build consensus among the buying committee. Whether you’re a seasoned road warrior, a seller-doer, or anyone responsible for revenue in your organization, you can develop better, more meaningful relationships sooner, so you can take the pressure out of closing late-stage deals.