Sales Techniques, Sales Training

How to make your sales team great listeners

Scenario 1. Sam is off to a meeting with a prospective client. You’ve armed him with a bunch of questions he needs to ask, he’s prepared with his list:

Ask them what challenges they are facing today?Ask how long they’ve been experiencing these challenges? Ask why it’s important the business solves them now? Ask how they’ve tried fixing the problem in the past? Ask why those solutions didn’t work? Ask what other providers they are looking at? Ask them if they’ve allocated budget? Ask what’s stopped them putting in a solution like this before?

And the list goes on..

So Sam enters the meeting frantically trying to remember every question he must ask before he leaves. And here comes the problem. Sam is so focused trying to remember the questions on his list he isn’t listening to the answers. He might hear the answers and he might write them down, but he isn’t listening to them. The listening part is crucial, it’s the part that ignites conversation and uncovers everything he really needs to know.

For your reps to be truly great at listening, focus them on meeting ‘outcomes’ not meeting ‘questions’

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Sales Productivity, Sales Techniques

The most underused question in sales

How many of your sales prospects are you waiting to hear back from right now? How many are stuck in your sales pipeline and you’re not sure what’s happening to the deal?

I have seen hundreds of sales pitches over the years. As the sales person is doing their best to remember every question from the needs analysis training or detail every feature of their product, they all miss this simple question

“What’s the best way to contact you?”

Right now I have 20 unanswered voicemails on my phone, the chances of me listening to them are slim. ¬†I’m in and out of meetings all day, so the best way to reach me is by text message, I’ll respond quickly.

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