Plan a joint sales call with each of your representatives Ask each of them to prepare a pre-call plan for the meeting that includes:
So why would a leader discourage curiosity in a business or a sales force, when both employees and leaders know it is so important?
Are you curious to know why?
Shocking as it is, leaders discourage curiosity in a business or a sales force, when both employees and leaders know it is important
Turns out according to research by Francesca Gina, a professor at Harvard Business School (HBR Journal September-October
Fear
Fear plays a big role in why we don’t ask enough questions or the right questions
Over the last couple of years, I’ve noticed a reluctance amongst sales people to ask questions that are provocative Provocative questions are essential when helping a prospect or customer to consider change, yet some sales representatives are uncomfortable asking these questions Why is this?
After discussing it with a few Momentium coaches, we
