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Sales Strategy Consulting

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Sales Strategy is aimed at winning larger market share, even at the expense of short-term earnings. There are four broad growth strategies: diversification, innovation, market penetration, and market development. – PowerPoint PPT presentation

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Title: Sales Strategy Consulting


1
 
22 Nontraditional Sales Questions That Advance
the Conversation
2
  • Inquiries are the most vital tools in the sales
    representative's stockpile. An excess of sales
    reps dominate the discussion with product
    pitches, long lists, and pointless
    clarifications.
  • However, learn to expect the unexpected. Your
    prospects couldn't care less! They think about
    their issues, their organizations, and their
    lives - not your product, your organization, or
    your prerogative.

3
  • To obtain the prospect's trust and acquire the
    privilege to unite your offering with their
    issue, you need to first get some information
    about their issue. I infrequently play a game in
    sales training courses that I call "Inquiries and
    Periods." It's basic - two individuals have a
    discussion, and the first to utilize comment that
    ends in a period loses. When you're talking in
    just questions, the discussion gets fascinating
    quick. Attempt it at some point - its more
    informational than you'd might suspect.

4
  • Considerate, attention grabbing inquiries get the
    discussion streaming and extend the relationship
    in the middle of salesman and prospect. Here at
    MindStorm we specialize in sales training as well
    as strategy consulting in NYC and all other
    countries. Here are 22 of the most loved
    inquiries to stance in a business call, along
    with clarifications of when to utilize them.

5
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6
Becoming more acquainted with Your Inquiries
  • 1) How did we get together?
  • This inquiry will reveal any trigger occasions or
    referrals that may have driven the prospect to
    you. Listen carefully for the agony the prospect
    is feeling - whether they're mindful of what's
    creating it, or not.
  • 2) How did you become part of this business?
  • Pose this question to begin building a
    relationship with your prospect, and get a
    feeling of their experience, occupation, and
    individual objectives.
  • 3) How did this happen?
  • Does the prospect know what prompted their issue?
    Request their clarification and considerations
    before you jump to a diagnosis.

7
Inquiries to Fully Understand the Problem
  • 4) Are you holding back?
  • At times prospects have been letting themselves
    know "its not all that terrible" for so long
    that they don't completely acknowledge or admit
    to the ruin the issue is wreaking on their
    business. Haul out anything they may be keeping
    down with this inquiry.
  • 5) How long would you be able to stay in business
    in the event that it stays accordingly?
  • Help them genuinely understand the repercussions
    of the circumstance.
  • 6) Can you reiterate that?
  • Suggest this conversation starter to help the
    individual listen to their reactions from your
    perspective.

8
  • 7) Has it generally been like this?
  • Get the prospect to consider how things used to
    be before this issue sprung up. This may change
    their mentality toward their present
    circumstance.
  • 8) Zero to death, where is it?
  • Get a feeling of how imperative taking care of
    this issue is to the prospect.
  • 9) Why isn't there a line of individuals waiting
    to purchase at your front entryway?
  • Convey this inquiry in the wake of giving the
    prospect a real compliment. The compliment helps
    them to lower their defenses and the question
    will make them scratch their head and impart
    their issues to you. This inquiry is particularly
    useful in case you're offering to organizations.

9
Inquiries to Keep the Conversation on Track
  • 10) How am I expected to respond to that?
  • Some of the time prospects play games. Try not to
    reply. Try not to answer genuinely. Try not to
    answer completely. Draw on your experience from
    the "Inquiries and Periods" amusement and
    continue turning their inquiriesback on them with
    more inquiries.
  • 11) Is this a good time for you?
  • For a prospect thats issuing you an especially
    hard time. This inquiry can help lighten the mood
    and potentially get the prospect to bring down
    their defenses.
  • 12) How might you answer that question?
  • This is a safeguard question I utilize when I
    would prefer not to answer the prospect's
    inquiry. Ask them how they'd react, and after
    that play off their answer.

10
  • 13) May I make an inquiry?
  • At the point when a prospect gets some
    information about cost or another highlight of
    your offering directly, they expect an answer. In
    any case, the sales person may not have the
    capacity to give a precise reaction because of
    lacking disclosure at this point in the
    discussion.
  • As opposed to disregarding the inquiry and
    upsetting the purchaser, essentially ask, "Might
    I pose a question?" Then proceed with discovery
    inquiries, and offer an answer when you have
    enough data.
  • 14) Usually at this point, I begin feeling
    coactions however I'm most certainly not. Would
    you see any problems if we stopped?
  • In the event that the prospect is issuing you
    nothing useful to work with, pose this question
    to figure out whether they really want to work
    with you. If not, end the call, and dedicate your
    vitality to a more genuine open door.

11
Inquiries to Understand the Decision Process
  • 15) Am I the first individual you've told about
    this?
  • In the event that the answer is yes, follow up
    with the inquiry "Who else is going to give a
    second thought, and why?" The prospect will then
    uncover the other decision makers and
    additionally each of their individual intentions.
  • 16) How will you choose in we work together?
  • It never ceases to astonish me how few reps pose
    this question. Is the prospect searching for the
    least expensive alternative or the best value?
    Does the time allotment your organization has
    been in business matter, or is it irrelevant? Who
    needs to approve the decision? You won't know the
    responses to any of these imperative questions
    unless you ask this straightforward inquiry.

12
  • 17) Whose your most loved sales representative?
    Your most loved supplier?
  • Not only does this issue you a feel of who the
    prospect likes to purchase from and why, it also
    sets the stage to get some information about the
    likelihood of a referral.
  • Questions that Challenge the Prospect
  • 18) Does anyone ever say "no" to you?
  • A few executives aren't accustomed to being
    restricted however a yes-man salesperson
    wouldn't have the capacity to tackle the issue.
    To really get to the heart of the issue and cure
    it, the rep needs to ask intense inquiries and
    earn the admiration of the prospect. This inquiry
    sets the tone that you aren't reluctant to face
    or contradict the prospect.

13
  • 19) Did I simply cross a line?
  • Now and again, you'll pose a question, and the
    prospect will fall silent. By following up with,
    "Oh boy. Did I simply cross a line?" you'll
    rescue the relationship while establishing that
    you're not hesitant to ask intense inquiries.
  • 20) Please don't be disturbed, however imagine a
    scenario where we do such a mess of digging, and
    we discover you're the issue.
  • On the off chance that they can't concede there's
    even a remote chance that they may be the issue,
    odds are you're not going to have the capacity to
    influence the changes you have to influence.

14
  • 21) What on the off chance that it was free?
  • Utilize this inquiry to navigate around price
    objections, and create the measure of worth the
    prospect sees in your item.
  • 22) I've been making inquiries attempting to
    discover something to discuss, yet haven't
    discovered anything. Will I assume that life is
    great?
  • Get a hesitant prospect to cop to their issues.

15
The Role of Questions in Role Plays
  • Sales managers, you need to pick an inquiry and
    approach your business people for samples of when
    it could be utilized, with whom, and under what
    circumstances. This is most effective amongst the
    best group training methodologies I've found
    through the years.
  • Keep in mind that its alright to be inventive in
    role plays. It helps when prospects conclude that
    they need to get "inventive."

16
  • For More sales strategies, speak to a MindStorm
    sales trainer at 1-844-MINDSTORM (1-844-646-3786)
    www.mind-storm.com.
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