The Motivated Seller with Terry E Thompson | The Difference That Makes A Difference | A Podcast for B2B Sellers

[New Episode] Winning Is All About Having Great Sales Conversations | Ep. 23

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Having great sales conversations with your prospect is impossible without asking great questions.

For many sales professionals their success or failure is determined by the quality of the conversations they have. Your ability to have a great conversation and get to the root cause of the problem and present a proper solution that close business. Will empower you, and empower the prospect to take immediate action and shorten the sales cycle.

Too many sales professionals leave too many questions unanswered before moving on to the next step in the sales cycle.

Here are 5 questions at a minimum you want to walk out of the meeting with the answer to? Not necessarily in order.

  • You will need to know their budget. (it sounds obvious; I find it disturbing how many reps cannot answer this question after an hour long meeting)
  • Who are decision makers are. (getting clear on this prevents stalls, and its your opportunity to negotiate access to all decision makers)
  • Timing in terms of when the buyer would like to see the problem solved. (when will the bleeding stop and the solution be installed?) This speaks to potential close date.
  • The specific outcome the buyer need to see, to know the problem is solved. (knowing what evidence the buyer needs to see to know the problem is solved is key to closing the business)
  • Does the prospect know what the problem is costing them? (Financially, emotionally, productivity, sales, etc. You must get this information, if the buyer does not know the cost of the problem they aren’t going to be as motivated to solve it. And they will most likely balk at any price you give them.)

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    SHOW LINKS:

    50 Great Sales Questions

    The Art of Asking: Ask Better Questions, Get Better Answers

    Michael Hyatt’s 7 Suggestions For Asking More Powerful Questions

    SPIN Selling, by Neil Rackham

     

     

     

     

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    The Motivated Seller with Terry E Thompson | The Difference That Makes A Difference | A Podcast for B2B SellersBy Terry E Thompson