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Home implementation Conversational Layering

Conversational Layering

Posted on May 24, 2016 Written by admin Leave a Comment

tip 5In sales, having a good strategy is no longer enough to be successful. Your strategy must also be consistent and repeatable. Simply put, you need a good recipe.

At the risk of overstating the obvious, let’s suppose you enjoyed cooking and you wanted to make a delicious cake. Then, you would need a good recipe. A bad recipe would likely produce an unsatisfactory result.

Be aware that a “recipe” actually consists of two component parts. The first part is an ingredients list, right? I mean, to bake a decent cake, you need certain ingredients like eggs, flour, sugar, water, oil, and possibly rum. An effective recipe also requires a procedure for implementation. For example, if you take a cake out of the oven after baking 35 minutes at 375 degrees, and then you add the flour, you get a ‘dusty’ omelet.

What ingredients are necessary to be successful and consistent in sales? The Conversational Layering model is an important concept in Question Based Selling because it disrupts traditional thinking. conversational

In traditional selling approaches, the first step is either relationship building or uncovering needs. These are important ingredients to be sure. However, in today’s increasingly competitive environment, you have to first earn the right to have a relationship and uncover needs.

Ironically, the two most important ingredients in the sales process, and prerequisites for being successful in sales, also happen to be the two least talked about subjects in sales training over the last thirty years—piquing curiosity & earning credibility.

I like to say it this way. If a prospect or customer is not the least bit curious about who you are or what you can do for them, and they don’t think you are a valuable resource, then chances are pretty slim that they would want to engage in a conversation about their needs or your offerings. Conversely, the extent to which you are able to induce curiosity and establish your own credibility will largely determine your effectiveness in sales.

Filed Under: implementation Tagged With: QBS Coaching, QBS Methodology, Question Based Selling, Sales Coaching, Thomas A. Freese

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Tom Freese vs. Other Motivational Speakers

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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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