How Can I Get Them To Buy Sooner? | Cindy Allis - 1844

Nov 8, 2024

Cindy Allis, CEO and Co-founder of Floatist, shares her insights on overcoming seasonal sales challenges in the yacht industry. She reveals strategies for compelling clients to make quicker decisions, such as using incentives and adapting to market trends. The conversation highlights the importance of mutual action plans and digital sales rooms to keep prospects engaged without overwhelming them. Cindy also discusses how understanding decision-making dynamics within organizations can help reduce delays in the purchasing process.

Ask episode

Chapters

Transcript

Episode notes

Intro

00:00 • 3min

Navigating Seasonal Sales Challenges

02:44 • 4min

Strategies to Inspire Urgency in Purchase Decisions

07:10 • 2min

Effective Strategies for Sales Demos and Mutual Action Plans

09:24 • 4min

Streamlining Digital Sales Rooms for Effective Client Engagement

13:04 • 2min

Optimizing Sales Strategies with Mutual Action Plans

14:45 • 2min

Enhancing Sales Strategies with New Tools and Mastermind Opportunities

16:45 • 2min

You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster.

Meet Cindy Allis

Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle.
In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period.

Insights on Sales Seasonality

Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business.
She notes a recent extension in the peak season, driven by market trends and events like the Olympics.
This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up.

Mutual Action Plans and Digital Sales Rooms

I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged.
I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process.

“It’s dangerous, I feel, but for the mutual action plan… I really believe that to be more effective in sales, you need to uncover the needs of your prospects.” - Cindy Allis.

Resources

Aligned

Floatist

Cindy Allis on LinkedIn

Cold Call Openers

Sponsorship Offers

This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

This episode is brought to you in part by LinkedIn.

Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com