Upcoming Webinars
Escaping the
Price-Driven Sale
DATE: May 13, 2009
TIME: 1pm Eastern
HOST: Paul Cherry
Learn how to get your reps to stop selling on price alone? Learn More
Overcoming the Stall : What They’re REALLY Saying – and How You Can Break Through It
DATE: May 28 , 2009
TIME: 1pm Eastern
HOST: Paul Cherry
Join Paul Cherry as he reveals sales questioning techniques to break through stalled sales opportunities by helping your prospects identify their needs. Learn More.
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Ask the right questions to close more business
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You have a quota to meet, a company (or territory) to run and bills to pay,
so what can you do to get customers to open up their wallets and spend some money?
Go beyond the small talk, “how was your weekend?” or “how’s the family?” and engage your customers. Uncover their pains, motivations, and emotional wants and needs. It’s amazing what you might learn when you have to listen. And as a result, you’ll position yourself more as their partner, not just their vendor.
According to The Gallup Organization, customers are 12 times more likely to buy and continue to buy from you if you create that emotional connection. And that all starts with asking the right questions.
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FREE eBook Offer
My eBook, 75 Best Questions to Close More Business, updated for 2009, is a great checklist of questions to ask current customers, as well as a useful tool for prospecting and qualifying new opportunities. A $19.95 value, get it now, absolutely FREE – just click the button below.
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Asking a prospect the right sales questions is vital when their boss is part of the decision-making process. Becoming skillful at asking these questions will save time and streamline the sales prospecting process. The end result — more closed sales.
Have you ever been in a situation where your sales prospect is interested, yet he won’t move forward because, he has to answer to a colleague, a higher authority, or his boss? As time goes on, you stay in touch, calling periodically. Before long, it hits you that your sales prospect’s just leading you down a path of non-commitment with phrases like:
- Let me talk it over with my boss.
- Let me run it by my team.
- I’ll share your ideas with the committee.
How do you handle a situation where things seem to be going well, yet your sales prospect continues to stall, unable or unwilling to commit because they are not the only decision-maker?
STEP 1: ESTABLISHING WHO’S THE DECISION-MAKER
Suppose your sales prospect says, “What you’re presenting really sounds interesting. Let me run this by my boss (partner/peer/cohort/associate/manager, etc.)”
You reply, “You’ll be running this by your boss? Great! Can we help you present? Can we set up a meeting with your boss?”
Click here to read the rest of the article
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Got an upcoming sales meeting or event?
If you’re looking for ideas and sales strategies to help your sellers:
- Seek out the right sales opportunities.
- Shorten sales cycles.
- Sell at higher profit margins.
- Gain access to key decision-makers.
- Close more business…
Email Paul Cherry at cherry@pbresults.com, or call 302-478-4443. |
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