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.
In modern sales calls, the conversation is driven by the questions your salespeople ask. Questions should be designed to uncover purchase criteria, preferences in the product or service, and also buyer limitations and needs. Here are three things your salespeople should be able to answer after a sales call. What was the buyer’s need?…
The most important question your salespeople can ask any prospect Any salesperson knows their job is to help the buyer make a decision; in other words, to help guide the buyer to an informed ‘yes’ or ‘no’. However, sales calls can be limited by time, patience and a lack of understanding of the client’s needs.…
