“In Sales, Focus on Goals” featured in Investor’s Business Daily October 2007 Issue

LOS ANGELES, CA | Oct 22, 2007 | Author: Cord Cooper of Investor’s Business Daily writes this article for IBD’s Leaders & Success Section

In Sales, Focus On Goals

High-performing firms exceed their goals because they have a relentless focus on customers. They scope out the big picture, zero in on specifics and hold firm on price. Above all, their salespeople:

Ask the right questions. Salespeople usually have several objectives during any given client meeting. Listing the goals ahead of time - pegging key questions to each - can help unlock hidden roadblocks and put you ahead of rivals, says leadership trainer Paul Cherry, president and CEO of Performance Based Results and author of Questions That Sell. Cherry suggests questions like these:

“What budgetary constraints are you working within?”

“How will funding for this project be determined?”

“Who else is involved in approving the budget, and what hurdles could you encounter?”