Qualifying Opportunities

Slow Down to Speed Up: Three Keys to Increase Sales Effectiveness

Slow Down to Speed Up: Three Keys to Increase Sales Effectiveness

Sales Professionals often fail to ask enough solution or consultative questions to appear interested in their client’s challenges, objectives and outcomes they are looking to achieve.Many sellers still ask “leading” questions that point to one of their solutions, rather than having broader conversations and asking true “no agenda” questions which will help get a wider perspective of their prospective customer’s environment. This behavior means that they often miss opportunities to sell more holistic solutions (leaving money on the table or smaller deals).

Try This With Your Sales Team: Move Off The Solution

Try This With Your Sales Team: Move Off The Solution

Have you noticed that the overwhelming tendency of most sales professionals is to rush to a solution? It's in our nature. We want to solve our client's problems and we usually have the products and services to do it. So, what's the problem? We’re in the business of providing solutions; It’s what we do! So, why aren't our prospects just thrilled when we come knocking?