Posted by Robert J. Weese under Sales Skills
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Look for Unrecognized Problems & Unanticipated Solutions
One of the best sales questioning techniques I ever learned was from a former boss & mentor. He delivered a training session that taught us when a customer gave a key requirement statement we had to take a moment and ask ourselves “which means”? The key was to never assume you know what the customer actually meant; you had to pose further questions which would dig deeper to find the unrecognized problem. This would help the customer fully explain the reason for the need and the implication for their operation if they did not meet the requirement.
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Tags: b2b marketing, b2b sales, Business to Business Sales, Consultative Selling Skills, fact finding, Needs Assessment Skills, Professional Selling, prospecting, sales professional, Sales Skills, sales tools, sales training
Posted by Robert J. Weese under Sales Skills
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It was recently announced that the most annoying saying in the English language is “whatever”. At first I dismissed the trivial nature of the finding with my own thoughts of “who cares” and then I realized the reason this has become so prevalent can be seen as a warning to sales people & marketing departments everywhere.
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In sales there are positive financial consequences associated with your ability to listen attentively and effectively. Here are some excellent questions to ask yourself in order to assess and rate your listening skills followed by some thoughts and suggestions that will help you take appropriate corrective actions. (more…)
Tags: Business to Business Sales, Canada, Consultative Selling Skills, Elite Training Systems, Listening Skills, Marshall W. Northcott, Needs Assessment Skills, Professional Selling, Sales Expert, Sales Skills, sales training, Toronto
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