YourSalesManagementGuru by Ken Thoreson, Acumen Management Group
Blog archive
Are You Asking the Right Questions?
With many of our clients, we are working with their sales teams on learning how and what business questions-focused questions to ask during a sales call. These strategic questions are designed to uncover existing and potential future business challenges; the questions also make the client think about how they run their business.
If the people you are speaking with can't answer your questions, then you are attempting to sell the wrong person. You must be speaking with BDMs today. We stress focusing on increasing business efficiency, cost reduction and optimizing selling opportunities -- what people are investing in today are mission-critical applications, so your teams should avoid "talking techie."
This level of professionalism demands role play and excellent pre-call planning. Learn to stand out in the marketplace by asking strategic, focus questions.
Send me an e-mail for our Pre-Call Planning tool that will increase the professionalism of your organization.
And don't forgot the Free MSFT SharePoint Sales Clinic #4: Interactive, sales tips, partner interviews from MSFT and our Interactive Forum too! Register
here.
Posted by Ken Thoreson on May 20, 2009