A Sales Compass – A Blog by B2B Sales Connections

Prospects buy products based on the perceived value they will derive from those products.  However, what one prospect values is not the same as another.  They both may buy the same product, but they can buy it for completely different reasons.  (more…)

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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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“Better the fact find, happier the customer, better the pay cheque!” – Susan A. Enns

Aim Higher!

Susan A. Enns
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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“You can have everything in life you want, if you will just help other people get what they want.” – Zig Ziglar

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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“The important thing is to not stop questioning. Curiosity has its own reason for existing.” – Albert Einstein

Aim Higher!

Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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What are you distinct competitive advantages? You will drastically increase your chances of winning the sale when together you and your prospect identify problems that you can fix better than the competition can.

Aim Higher!
Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com or www.linkedin.com/in/susanenns

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“Success is finding a way to make your customer win!” – Terry Beck

Aim Higher!

Susan A. Enns, B2B Sales Connections

www.b2bsalesconnections.com

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