We have been looking at why asking the right questions is so important in the sales process - well here's a question for you. How can you tell what your prospects are actually thinking? The answer is simple - ask them good questions and they will give you all the information you need to help
Following on from last time we are looking at the importance of developing questions. Many of us feel the need to build credibility and trust through telling the prospect all about what we have done and what great companies we work for however asking the right questions achieves the same goal. It is most important
This week's article brings us back to the subject of questioning. Did you enjoy the last dinner you had out with friends? You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the question. Now, pause a moment and think about what you did when you
Last time we were looking at why we need to develop good questioning processes. I want to explore this subject more, however let's look at why it is so important to follow a questioning process in your sales presentation. We know that following a process will increase your closing ratio and will therefore reduce the
We have been looking at developing a questioning process for our presentations and how most salespeople are so desperate to talk about their products and services and all the solutions they can provide they end up talking too much and presenting solutions too soon therefore losing potential sales. The trouble is the salesperson has seen
We have been looking at the closing phase of the sales presentation and last time I touched briefly on objections. Sales trainers in the past would spend a large proportion of their time teaching methods of overcoming objections. Indeed a common myth propagated by these trainers was that objections were in fact strong buying signals,
This week I will look at what some consider the most critical phase of the sales process - asking for the business.In a well planned presentation this should be the easiest phase however for the majority of salespeople this in fact is the scariest part.Statistics consistently show that in 62% of presentations the salesperson does
By Brett Burgess As we have discussed in previous articles closing or in our process confirming the sale should be the easiest part of your sales process if you have indeed followed a process to understand your buyer's explicit needs. The process I am talking about is all about asking a list of pre-prepared questions
We have been discussing buying signals loosely defined as - "cues given bythe buyer that they may be ready to commit". In a typical sales presentation where the seller has identified a key needof the buyer, the buyer will give buying signals. This is great if oursalesperson is following a logical planned presentation process however
Last time we looked at why 62% of sales presentations end without the salesperson asking for a buying decision due largely to a lack of sales skills training and a focus on product training. One of the key skills for any salesperson is in recognizing buying signals. The average person can talk at approximately 260
