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.
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
Take away the telephone and you’d have a tough time doing business. Is this sales tool so vital that you take it for granted?
To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.
The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.
All sales training includes this line: “If you want to make the sale, be sure to push the prospect's hot button.” Great, where’s that?
Would you like your sale reps’ demos to drive 50% conversion rates? Of course.
Has your close rate been lower than you'd like lately? It’s easy to blame the problem on the poor quality of customers who are walking through your front door.
How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.