Fri 13 Nov 2009
Posted by Susan A. Enns under Quick Sales Tips
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What is the purpose of your sales call? What do you want to accomplish? How will you know if it was a successful call? If you can’t answer these questions because you do not have a pre-planned agenda, you are only wasting yours and the prospect’s time.
Aim Higher!
Susan A. Enns, B2B Sales Connections
www.b2bsalesconnections.com or www.linkedin.com/in/susanenns
Mon 9 Nov 2009
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.
Tue 3 Nov 2009
Posted by Susan A. Enns under Sales Skills
1 Comment
Have you completed the sales process, however the customers still are not buying, even when you are saving them money? Perhaps you need to ask better closing questions.
Sun 30 Aug 2009
Posted by marshallnorthcott under Sales Skills
1 Comment
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…)
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