It’s not always easy to gain access to a business’ decision-maker. Caller ID, email filters, and gatekeeper assistants can make it tricky to speak with the person in charge.
The most important aspect of making a sale is also a major weakness of every salesperson: asking questions.
Your brain is probably full of endless industry jargon, including various acronyms to remember strategies and methodologies. One of those might be BANT; sound familiar?
With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.
The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.
Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.
The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable impact.
One of the best ways to get to really know a prospect is to ask questions. So, why don’t more salespeople take the time to do so? It may be because they already feel that they know everything. Or, they don’t even know what to ask.
Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”