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.
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.
Discovery calls. Where would you be without them? Certainly not in Hawaii – enjoying the surf and sand as part of the President’s Club.
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.
Do you know the optimal number of questions to pose during a discovery call?
You have opportunities to think about your business growth and your sales growth every day. The big questions are: how and when do you do it?
It’s up to you to discover as much as you can about the prospect and his or her business. Make yourself an expert on any improvements they need.
The twin forces of technology and efficiency keep causing managers to reduce positions. Salespeople are not immune. Up to 1 million B2B sales positions could disappear in the next few years. Do you want to know how to hang on to your position?