“Occulus has made my sales people better”
P.A., Sales Manager
“On bidding on an RFP, we used Occulus and went back to the customer with the questions it asked, got them answered and put together a winning bid; our sister division did not do the same on a different bid and lost”
S.P., Sales Manager
“Don’t let your Sales People get Out-sold”
“All things being equal, the better sales person will win.“
But all things are not equal!
There is no doubt that in a competitive selling situation the better sales person has a distinct advantage over the ordinary sales person.
Occulus turns your Sales Force into a Competitive Weapon.
Occulus requires your sales reps to go beyond what ordinary sales reps do, to dig deeper, to look beyond the obvious, to understand the strategic and tactical implications of the project and to minimize uncertainty and risk by focusing on verifiable data and rejecting assumptions, guesses and wishful thinking. As a result, they will become better sales people, they inspire confidence and trust in their prospects, and will gain that all-important competitive edge.
Great sales people know that just as they are qualifying the prospect, the prospect is qualifying them and their company. They understand that the prospect is asking themselves, “Do I have confidence that this person can deliver what they say they can deliver and can I work with them; because my career depends on it?” Occulus gives the sales rep the tools they need to interact with the prospect in a knowledgeable and meaningful way ensuring a proper solution to their needs and an understanding of their requirements. This gives the sales rep a strong competitive advantage over the competition who often do not develop the opportunity with the same level of depth.
Occulus makes your Sales Reps do what Great Sales Reps do.
In many ways sales is all about change and involves getting the prospect to change the way they are currently doing something to a new way of doing the same thing. And change is risky and uncertain and people are reluctant to embrace it until they feel confident that the outcome will not negatively impact them. The great sales person understands that a key component of making the sale is the ability to inspire trust and confidence in the prospect, and they recognize that this can give them a competitive advantage. They dig deeper, they want to understand the implications of the project; is it tactical, fixing something that’s broken or plugging a gap; or is it strategic, in support of a larger corporate objective. They want to know how the project will impact the people they’re dealing with, and many other things.
The information that Occulus needs to perform the analysis was defined by great sales reps and sales managers (over 1,000 of them) and consists of numerous ‘Best Practices’ identified by those very same sales people. There were no ordinary sales people involved in the creation of Occulus.
This is not obvious to most sales people but it is to great sales people. Great sales people look beyond the obvious.
Analyze each of your deals to make sure they close …
Manage your sales pipeline – fix those deals that are in trouble and need intervention …