Z Corporation, a global leader in the 3-D printing industry, recently enlisted Performance Based Results to re-energize their sales team methodologies to combat the current global economic downturn. We initiated a series of highly charged sessions entitled, Selling-in-a-Tough-Economy which focused on effective questioning techniques to help maintain Z Corp’s competitive edge. Poor questioning methods used by Z Corp in the past were compared to our new and more effective questioning techniques that needed to be implemented immediately. Z Corp representatives made a point that our ability to customize our methodologies to their specific industry challenges was the key to the sessions’ success.

Some examples of what Z Corp salespeople were doing wrong included:

1. Selling products not the solution.
2. Asking superficial questions—not listening to what the customer is saying.
3. Being simply, an “order-taker”.
4. Not knowing how to ask, when to ask, or what specific questions to ask.
5. Prematurely pitching a solution when they should be asking additional questions.

Selling-in-a-Tough-Economy stressed incorporating “out of the box” sales questioning practices that give Z Corp sales teams…

• The tools to differentiate themselves in a commoditized market.
• The power to ask great power-probing questions.
• The ability to discover the customer’s true motivation to buy.
• The techniques to build stronger customer relationships.
• The competence to create a sense of security that only dealing with Z Corp can provide, especially in this trying market.