Are You Asking the Right Questions

May 20th, 2009

With many of our clients, we are working with their sales teams on learning how and what business questions-focused questions to ask during a sales call. These strategic questions are designed to uncover existing and potential future business challenges; the questions also make the client think about how they run their business.

If the people you are speaking with can’t answer your questions, then you are attempting to sell the wrong person. You must be speaking with BDMs today. We stress focusing on increasing business efficiency, cost reduction and optimizing selling opportunities — what people are investing in today are mission-critical applications, so your teams should avoid “talking techie.”

This level of professionalism demands role play and excellent pre-call planning. Learn to stand out in the marketplace by asking strategic, focus questions.

Send me an e-mail for our Pre-Call Planning tool that will increase the professionalism of your organization.

And don’t forgot  the Free MSFT SharePoint Sales Clinic #4: Interactive, sales tips, partner interviews from MSFT and our Interactive Forum too! Register here.

This entry was posted on Wednesday, May 20th, 2009 at 2:49 pm and is filed under Sales Kick Off Meeting, sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Planning, Sales Management Training, Sales Training. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

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