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Home Archives for sales 101

Why Sales 101 No Longer Works…

Posted on July 5, 2017 Written by admin 1 Comment

It’s ironic that the sales training world has stayed pretty much the same over the last 20 – 30 years, while for most companies, the selling environment has changed dramatically. Consequently, it has become more difficult for sellers to penetrate new accounts, while potential buyers are often working even harder to keep salespeople at bay.

There’s no point in blaming the customer. Over the past decade, corporate decision-makers are being asked to achieve more in less time, oftentimes without the benefit of additional resources. Meanwhile, while workloads continue to increase, competitors are getting hungrier, and the overall pace of business has quickened. Even if they wanted to, customers simply cannot afford to spend time with every salesperson that comes calling.

[Read more…]

Filed Under: articles Tagged With: sales 101, sales training, strategic selling

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Strategic Questions

The Most Powerful Tool in Sales

Besides gathering information, strategic questions are a salesperson's best tool for:
• Piquing Customer Interest
• Establishing Credibility
• Understanding Requirements
• Creating a Sense of Urgency
• Qualifying Opportunities
• Competitive Differentiation
• Negotiation / Positioning
• Escalating to Decision Makers
• Securing Commitments / Closing Deals
• Maintaining Margins
• Getting Leads / Referrals
. . .which is very different than just probing for needs.

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