Creating Selling Conversations

conversation.JPGThis is one of my hot-​button issues… coming on too strong in the sales process. I imagine that we’ve ALL done it at some point in our careers. Hopefully, most of us have figured out that this is not the right way to approach selling.

Reading through this wonderful piece from Duct Tape Marketing, Jill Konrath gets right to the point. Consider this outstanding advice that she wraps the whole piece around:

Questions are the key! They have to be provocative, insightful questions that:

  • Invite prospects to think about key challenges they’re facing relevant to your offering.
  • Explore how staying with the status quo will impact their ability to achieve their ever-​escalating goals & objectives.
  • Clarify criteria and other considerations involved in making a decision to change.
  • Spark ideas about taking their business to the next level.

Make sure to read this first thing today — it’ll set you up for a great week!

C. Lee Smith

C. Lee Smith

CEO and Founder at SalesFuel
C. Lee Smith is the President/​CEO of SalesFuel — a firm he founded in 1989. He was named one of the 14 Leading Sales Consultants by Selling Power magazine in 2018. Lee is the creator of the AdMall® and SalesFuel COACH™ SaaS platforms. He is also a Gitomer Certified Advisor, expert on the Sales Experts Channel and a C‑Suite Network Advisor.
C. Lee Smith

@cleesmith

CEO of @SalesFuel | Bestselling Author of "SalesCred" and "Hire Smarter, Sell More!" | Keynote Speaker | Certified Behavioral Analyst | Sales Credibility Expert
How can a #salesmanager handle the day-​to-​day demands of their job and still support a team of struggling sales pro… https://t.co/BdzPdPZmxn — 1 day ago
C. Lee Smith