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Home coaching qbs ‘Coaching Up’ the Softer Skills

‘Coaching Up’ the Softer Skills

Posted on March 16, 2016 Written by admin Leave a Comment

tip 28 Tracking deals on the forecast is important part of any sales role. But, so is managing your sales effectiveness. Managing your selling effectiveness presents some challenges, because it tests your understanding of the softer skills and your ability to adjust to different selling scenarios. The payoff potential is huge!

Sample QBS Coaching Questions:

Q: What are you doing to leverage curiosity throughout the sales process?

Q: What’s your strategy for causing prospects to “want to” share information with someone they don’t yet know or trust?

Q: If the decision comes down to a virtual tie, what makes you different than your competition?

Q: How have you adjusted your sales approach given that prospects and customers are increasingly more standoffishness toward vendors?

Q: What are you doing to increase the prospect’s sense of urgency for moving forward?

For many years, our sales culture has put way too much emphasis on asking lots of questions, as opposed to giving salespeople a clear strategy for what causes prospective customers to “want to” share with someone they don’t yet know or trust.

It’s simple, really. If someone doesn’t want to share with you, it doesn’t matter what questions you ask. On the other hand, as they become more curious and begin to pereive greater value, facilitating productive conversation with potential customers is not difficult at all.

Filed Under: coaching qbs, implementation Tagged With: QBS Coaching, QBS Methodology, Question Based Selling, Sales Coaching, strategic selling, Telephone Tales, Telesales, Thomas A. Freese

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Tom Freese vs. Other Motivational Speakers

Best Selling Author/Trainer

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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