Most people realize that asking questions is an important skill in sales, however it’s not simply about asking random questions. You need to be able to ask the right question at the right time to truly be successful.
Last week I went on a ride-along with a salesperson that works for a prospective client. As we headed off to his first appointment, I asked him to walk me through his plan for the meeting.
We don't usually associate sales with processes. In fact, many would say that selling is more of an art than a science. Successful sales people know it's both!
How do I manage my current sales team AND onboard new sales people? How do I help my sales team close new business AND grow my own book of business? How do I put out fires AND find time for one-on-ones?
Behavior always reflects beliefs. I can tell what someone believes about themselves, their company, product, price, and anything else for that matter by simply watching what they say and do..... And this goes for me too!
