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Tag : sales

By Marguerite Zimmerman

How to become curious and increase your sales results

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

By Marguerite Zimmerman

Powerful Questions

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.

By Marguerite Zimmerman

Powerful questions increase conversion rates

Landing great questions takes some practice

Anyone in a role where influencing matters most of the time or some of the time can drastically improve their communication effectiveness through improved question asking skills

Being in the business of sales and sales development, my role over the years has required that I wear many hats During a typical week I often wear the hat of sales leader, salesperson, trainer, coach,

By Marguerite Zimmerman

Continuous Improvement – Protecting Margin

Protecting margin is one of the key aspects of “perform” for a sales force.

Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.

What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.

By Marguerite Zimmerman

Driving Organic Growth

Do you find your focus on current accounts at the cost of acquiring new ones?
On one hand, it’s good business to focus on customer retention. Studies cite that the cost of acquiring a new customer ranges from 5 to 25 times the cost of retaining a current customer.

By Marguerite Zimmerman

Design Thinking in Sales

Chances are when you see a current client or prospect you build trust and you get right into problem identification
Chances are you start asking questions that help you pinpoint what problems the customer has that you can solve with your product or service And you then present your product or solution when the first opportunity arises in the dialogue
Our research with thousands of Momentium users is that the

By Marguerite Zimmerman

Webinar Recording – The Link between Mindfulness Practice and Sales Performance

Jovan Vuksanovich, hosted by Marguerite Zimmerman This is a recording of a webinar that took place on June 7, 2017. In it, we discuss why many sectors of society such as education, government, prisons, the U.S. Army and organizations such as Google and Apple, Proctor & Gamble, General Mills are investing in mindfulness programs, and…

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How to become curious and increase your sales results
Increase your conversion rates through improved question asking skills.
Powerful Questions
Powerful questions increase conversion rates
Continuous Improvement – Protecting Margin
Driving Organic Growth
3 Ways to Avoid the Price Vortex
Design Thinking in Sales
asking for the close sales contract sign
The five criteria you need to meet before asking for the close
Webinar Recording – The Link between Mindfulness Practice and Sales Performance