Leone says the question is the most important skill a salesperson should master and I agree. He presented a three-level strategy in setting up and asking the question that could change the way you ask questions from now on.
Are you among the 47% of sales reps who are struggling to make this year’s numbers? You might be able to close the gap by understanding what your B2B buyers really want.
While some prospects may accept a blunt, out-of-left-field request for a sales meeting, most will likely balk at this approach. Reps will have better success scheduling first-time meetings if they warm up prospects first before asking.
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Whatever your process looks like, the most important thing is to understand where your buyer is.
There are a number of aspects that go into making a sales strategy successful, but here are two crucial factors you need to incorporate today.
When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.
Discovery calls. Where would you be without them? Certainly not in Hawaii – enjoying the surf and sand as part of the President’s Club.
Asking the right questions at the right time is critical to high-performance selling. Appropriate-timed probing gives you access to valuable insights that can win the sale. They can also help you deliver excellent customer service once you’ve made the deal.
If you had to choose one question to ask every prospect, what would it be? According to John Nemo, founder of LinkedIn Riches, there’s a particular go-to question that is often overlooked when communicating with prospects.
Not all sales leads are the same. As you work your prospect pool, you’ll want to approach leads with angles that correspond to their positions in the sales funnel.
If you’re preparing for a meeting with a great prospect, you’ll want to make a good first impression. This meeting also has to count in terms of the information you’re able to get out of your contact.