Are you envious of a fellow salesperson who picks the right questions to ask in a fact‑finding situation? Probing ‑ asking the right questions at the right time ‑ is essential to success in sales. Probes help prospects “open up.”
Author: Tony Alessandra
Companies which don’t understand their competitive advantage say things like, “Our product is better quality,” or “Our service is better.” You have to define quality or show how your service differs from the competition.
As I’ve traveled around the country giving keynote speeches the past 27 years, I’ve been amazed to find that many salespeople do not know and cannot articulate their competitive advantage to their prospects and customers!
Throughout the sales process, you should always be listening to the questions prospects ask you. They are clues to what the prospect is thinking. The questions salespeople love to hear are the ones that signal an intent to buy.
Professional salespeople, who sincerely match customer needs with the product or service, can be much more relaxed once they reach the commitment stage. If you’ve been conscientious all along the way in working with your prospect, the two of you will naturally progress into the commitment phase.
Having a sales plan for each customer is nothing more than selling by objectives. You should plan before entering a sales situation, rather than reacting to whatever develops in the sales interview.
When it comes to employee training, you must concern yourself not only with what is taught, but also with how it will be learned by your employees. After all, the best training in the world will be wasted if your employees cannot retain and apply it.
Three thousand business owners were surveyed about their training practices and asked to relate those practices to productivity. They found that education produces twice the gain in productivity and efficiency than money spent on tools and machinery.