Bryan has a passion for driving growth through improved sales practice. He is a Certified Sales Professional, a Board Certified Coach in Leadership & Executive Coaching with the Centre for Credentialing & Education, a Certified Quality Improvement Associate, and holds a MBA degree from Athabasca University. Bryan has strong experience in sales and sales management…
Bill is a seasoned sales and retail General Management executive bringing more than 25 years experience to consumer and B2B focused business models. Bill started in the extremely competitive world of food retailing. Canada had a unique environment at the time with discount banner formats, strong private label programs and a focus on larger and…
A former MD with a top-notch Wall Street firm and an entrepreneur who has fulfilled leadership roles on four continents, Asif understands the world of leadership and business like few others. Asif is passionate about helping people to up their sales skills for life. He has helped businesses across the world and in many industries…
Andrew is a passionate and spirited sales coach who delights in helping others succeed. Andrew’s combined expertise in sales strategy and coaching has propelled many individuals and companies into high performers. Andrew Ford’s sales career spans 25 years in the software and technology industry. He has a reputation for making a lasting impact on the…
Jovan has dedicated his life to synthesizing knowledge of Yogic and Zen Meditation Techniques, Gestalt Therapy and Mindfulness practice with sales. The result? Unparalleled success. For example: over 14 years, Jovan contacted high net worth individuals, filling a room every 2 weeks with a minimum of 20 prospects. No one else has met or exceeded…
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
Plan and ask questions that take the buyer through the entire buying process. Many salespeople ask many need questions at the beginning of a call and then move to advocacy for the balance of the call.
Abraham Maslow said in 1966: “I suppose it is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail.”
My observations when working with sales teams is that they know they need to ask questions, yet they have rarely thought a lot about their questions. While they may use some open-ended questions, most of their questions aim at getting information about the current state of the prospect. Without realizing it they have one tool and they are treating every question like a nail.
The outcome is simply this – few of the questions are powerful.
