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Our sales training clients in Vancouver, Edmonton and Calgary deal with this challenge on a regular basis – the “hurry-up and do your best with limited information” proposal. It usually comes from a new inquiry where someone has the task of gathering information on a tight timeline. He or she may know little in the way of specific client needs and unfortunately, has no decision-making ability. The turnaround time is tight and you’ve been told to submit your proposal quickly. What do you do?
Every time we work with our sales training clients in Vancouver, Edmonton, Calgary and Toronto, we learn something new. Each group of Salespeople is unique. What they manage to find most useful from our sales training is always different. Our latest client has discovered great success with my favorite open-ended question. Make these three words part of your client needs analysis and watch your sales increase in 2017.
One B2B sales training technique we’ve brought to our clients in Vancouver, Edmonton, Calgary and Toronto centers on asking two unique questions of decision makers. Most Salespeople wouldn’t think to ask them because their purpose is not obvious yet asking them could mean the difference between making or breaking a B2B sale.
In discussions with our sales training clients in Toronto, Vancouver and Edmonton, we have come to a realization. Sales success is easy to understand, yet challenging to achieve. We aren’t trying to land NASA’s Juno spacecraft on Jupiter. We are trying to understand our client’s needs and offer them solutions. Here are the three things that have to occur for you to increase your sales.
Our sales training clients in Edmonton, Calgary, Vancouver and Toronto believe that making more sales rests on the ability of their Salespeople to ask great questions. In last week’s PROSALESGUY BLOG, we shared the first three levels of questioning – Discovery, Pain/Reward and Paraphrase Questions. Let’s educate you on the last three – Significance, Realization and Action Questions.
All of our sales training clients in Edmonton, Calgary, Vancouver and Toronto are learning the Six Levels of Sales Questioning. We thought it would be a great idea to share it as a two-part series with other Salespeople because of its widespread application. We’ve all experienced the frustration of waiting for an answer from a decision maker who seems disengaged after appearing so eager to do business with us. If this happens to you, then use The Six Levels of Sales Questioning to assist in developing a sense of sales intuition. Here’s Part One.