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Sales Special Interest Group
Sales Motivation Techniques
The hyper-competitive selling environment requires sales professionals to be better prepared and more agile than ever before. How many times have you heard sales people ask prospects in the first meeting - So, tell me about your business? That's a ridiculous question that tells the buying prospect the sales person hasn't done his homework. Sales prospects expect sales professionals to already know the key issues about their business before the first meeting.
There's far too much information in the public domain not to know. Besides the meeting being more productive, being well informed demonstrates to the buying prospect that the sales person cares and is there to advance from introductions to the exploration of potential solutions. So the next time you're about to go to that opening meeting, be sure to ask yourself - have I explored all my sources of information before I meet with the prospect? It's not only a cost of doing business; it's a best practice.
I've always been a firm believer and have proven multiple times over that the sales person with the most information has the most influence. You're only as good as your information and the best information is obtained by the sales professionals that ask the skilled questions. If you can learn to ask open ended, pointed, high-impact, high-gain questions, you will gain a lot of information that you can use to influence the outcome of any particular sale opportunity. Inserting the question responses to an Aplicor Scorecard, Strategy Sheet or even a Miller Hieman Blue Sheet will accurately show you what you don't know (and need to ask more questions) as well as permit you to craft a winning sales strategy for every sale opportunity.
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