Better Questions will lead to Better Sales for Major Cardiac Imaging Provider in Recession Economy

JACKSONVILLE, FL | Feb 17, 2009 | Paul Cherry of Performance Based Results was a keynote speaker for a leading cardiac monitoring equipment corporation last month. The highly charged session focused on questioning techniques to help to maintain a competitive edge in a challenging economy. Ineffective questioning methods used in the past were compared to new and more effective techniques that need to be implemented now. Cherry stated that participants, many with years of sales experience, walked away energized and motivated with new ways to take their current accounting opportunities to the next level and create new sales prospecting opportunities.

Some examples of what salespeople are doing wrong include:

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

Cherry’s program stressed incorporating “out of the box” sales questioning practices that give sales pros…

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