Navigation Links
Sales Momentum Introduces 5 Payoffs to Asking Questions in Sales Calls in a White Paper - Mastering Major Account Selling
Date:11/22/2013

Scottsdale, AZ (PRWEB) November 22, 2013

Asking questions is a key to successful sales calls. This is one of the 11 major account sales skills shared by Sales Momentum in the free ebook and mobile app - Mastering Major Account Selling.

According to Richard Ruff, Ph.D., co-founder of Sales Momentum, "If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Questions are a primary consultative tool for getting that done."

5 payoffs to asking questions.

1. More memorable interactions. Well-planned questions go a long way in establishing your credibility particularly when they are framed around issues and challenges important to the customer.

2. Avoid the temptation to jump into the conversation too soon. It helps salespeople avoid the trap offering a solution while the problem definition is incomplete and/or all the issues are yet to be surfaced.

3. Better understand the scope of the problem as the customer sees it and to explore what the possible strategic, operational, and financial ripple effects might be.

4. Assess the potential value of a solution. Questions are not only valuable for exploring the scope of the problem; they are also useful for assessing the potential value of a solution. Salespeople can obtain insight about the customer’s view of how the overall situation would be better off if the problem is resolved and the possible downsides of maintaining the status quo.

5. Shape the customer’s point of view. Shaping helps customers redefine a problem in a way that brings value to them and creates a better fit with your capabilities.

About Sales Momentum:
For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with companies – such as UPS, Smith & Nephew, Textron, the Center for Creative Leadership, and Robbins & Myers – they have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. Janet and Richard co-authored Mastering Major Account Selling and Parlez-Vous Business. They also publish the sales blog - Sales Training Connection. Richard co-authored Managing Major Account Selling and Getting Partnering Right. The books are available here.

©2013 Sales Momentum® LLC

Read the full story at http://www.prweb.com/releases/2013/11/prweb11356425.htm.


'/>"/>
Source: PRWeb
Copyright©2012 Vocus, Inc.
All rights reserved

Related biology technology :

1. Sales Momentum Shares Three Common Pitfalls to Avoid When Developing Major Account Sales Strategies
2. Sales Lead Management Association Voting Continues for “50 Most Influential”; Two Direct Marketing Partners Executives Nominated for 2013 Honors
3. Terascala Closes Additional Funding Based on Strong OEM Sales and Release of ISB
4. Craig Peloquin Joins Glissandra Skin Care as VP of Sales and Marketing
5. How Companies Can Provide Extraordinary New B2B Products with Extraordinary Product Launches - A Sales Momentum White Paper
6. 15 Ways to Improve Your B2B Sales Strategy – A Sales Tip Sheet from Sales Momentum
7. Sigma-Aldrich (NASDAQ: SIAL) Reports Q3 2013 Sales Of $664 Million, Organic Sales Growth Of 5% And Adjusted Diluted EPS Of $1.05. Reaffirms Full Year 2013 Organic Sales Outlook. Narrows Adjusted Diluted EPS Outlook To A New Range Of $4.08 To $4.15
8. Don't Let Your Next Product Launch Fail - Sales Momentum White Paper
9. 10 Laws for Successful Team Selling – A Sales Tip Sheet from the SalesTrainingConnection.com
10. Luke Bradshaw Named CryoScience Global Marketing & Sales Manager for the Americas at Taylor-Wharton
11. Herbal Dietary Supplement Retail Sales Up 5.5% in 2012
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:2/4/2016)... China , Feb. 4, 2016 Beike ... and various medical institutions attended a ceremony in late ... integrative, personalized cell therapy in 2016. ... "Shenzhen Clinical Translation Platform for Personalized Cell Therapy" was ... Regional Cell Production Center, both subsidiaries of Beike Biotechnology ...
(Date:2/4/2016)... and MENLO PARK, Calif. , Feb. 4, ... and the "Company"), a biopharmaceutical company focused on the development ... will present at the 18 th Annual BIO ... at 10:00 a.m. EST in New York, NY ... and CEO, will provide an update on the ongoing clinical ...
(Date:2/4/2016)... Feb. 4, 2016 ContraVir Pharmaceuticals, Inc. (NASDAQ: ... development and commercialization of targeted antiviral therapies, announced today ... Conference 2016, to be held February 8-9, 2016, at ... 2016 Disruptive Growth & Healthcare Conference, taking place in ... 2016. James Sapirstein , Chief Executive Officer ...
(Date:2/4/2016)... BEIJING , Feb. 4, 2016 Sinovac ... ), a leading provider of biopharmaceutical products in ... committee of its board of directors received on February ... 3, 2016, from a consortium comprised of PKU V-Ming ... Sinobioway Biomedicine Co., Ltd., CICC Qianhai Development ( ...
Breaking Biology Technology:
(Date:2/2/2016)... Calif. , Feb. 2, 2016  Based ... market, Frost & Sullivan recognizes US-based Intelligent Retinal ... Frost & Sullivan Award for New Product Innovation. ... in North America , is ... the rapidly growing diabetic retinopathy market. The IRIS ...
(Date:1/28/2016)... Jan. 28, 2016 Synaptics (NASDAQ: SYNA ), a ... its second quarter ended December 31, 2015. ... of fiscal 2016 increased 2 percent compared to the comparable quarter ... of fiscal 2016 was $35.0 million, or $0.93 per diluted share. ... income for the first quarter of fiscal 2016 grew 9 percent ...
(Date:1/22/2016)... DUBLIN , January 22, 2016 ... has announced the addition of the  ... to their offering. --> ... of the  "Global Behavioral Biometric Market ... --> Research and Markets ( http://www.researchandmarkets.com/research/4lmf2s/global_behavioral ...
Breaking Biology News(10 mins):