The Sales Training Series: The Right Way To Sell By: Duane Sparks Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business? Tags: sales training, sales management training, selling technique, sales techniques, sales pres
The Sales Training Series: Stopping Objections Before They Start By: Duane Sparks "Your price is too high." "We're loyal to our current supplier." "I prefer your competitor's product." Classic objections such as those are very hard to overcome when they pop up near the end of your sales call after you have presented your company and your product, and after you have expended most of your sales ammunition. But objections are far easier to handle if you uncover them earlier in the process. Tags: sales training, sales management training, salesforce training, selling technique, sales s
The Sales Training Series: Selling With Leverage Questions By: Duane Sparks If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-button emotional issues that actually drive a customer's buying decision. What key benefits do buyers want to gain by making the purchase, either for their companies or, more critically, for themselves? Tags: Sales Training, sales training programs, selling, sales management training, sales present
Situation : Despite making a good sales presentation, the customer remains uninvolved.
Your Question: "Based on the data, it looks like you can save $90,000 a year with this solution.
What needs to be done before you are completely comfortable with this?"
Situation: The client agrees that there are still a number of items that need to be cleared up
before he can make a commitment.
How To Use Power Questions That Create An Irresistible Urge To Buy With Your Prospects By: Peter Lawlesss Did you ever end up buying something that you did not know you wanted, and yet it felt the most natural thing in the world? Can you remember what the sales person said to you? Did it feel like they really understood you? Would you like to be able to get that same reaction from your customers? Read this article to learn how to woo your future customers the same way.
My regular readers, by now will have realised that the art of all successful selling, is to ask the questions... Tags: marketing, sales, presentations, business, advice
Sales Coaching: Are You Asking the Right Questions? By: Cheryl A. Clausen. The questions you're asking now probably aren't the right questions. If you or your prospects feel uncomfortable when you ask questions, you're asking the wrong question? It's easy to tell when you're asking the wrong questions because the prospect sends clear signals that they aren't comfortable answering your question. But when you ask a good question the prospect acts interested and will often comment, "that's a good question". There is a noticeable difference because the prospect will engage. You can see them thinking about the question and when they respond their answer is well thought out. This gets them to loosen up and start talking. Tags: sales techniques, sales coaching, insurance sales, insurance agent marketers, sales, sales trai
Sales Coaching to Help You to Become a Skilled Questioner By: Cheryl A. Clausen. You may be struggling with questions because you aren't asking the right questions in the right order for the right reason? The best sales people are skilled at asking the right questions. Yet you may be focused on asking the easy questions that don't really help you to achieve sales success. Be sure to avoid asking questions that you could easily learn the answer to from publicly available information. Business owners and executives are immediately annoyed if they feel they have to waste their time educating you because you're too lazy to find out back ground information on your own. Tags: insurance sales, sales coaching, sales techniques, sales technique, career sales training, sale
Sales Techniques to Avoid Interrogation By: Cheryl A. Clausen. You realize that questions are a critical part of the sales process, but the questions you ask aren't producing the results you want. The way you structure the questions you ask, and the intent behind them have a dramatic impact on the prospect and your results. Questions are an easy way to establish rapport with the prospect, put them at ease, get them to open up to you, and help them to feel comfortable with you. But your questions must demonstrate your sincere interest in the prospect, or they just don't have the desired impact. Tags: sales technique, sales techniques, sales coaching, insurance sales, career sales training, sale
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