Navigation Links
Sales Momentum Introduces 5 Payoffs to Asking Questions in Sales Calls in a White Paper - Mastering Major Account Selling

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

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
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:
(Date:11/25/2015)... ANGELES and HOLLISTON, Mass. ... Technology, Inc. (Nasdaq: HART ), a biotechnology company ... that CEO Jim McGorry will present at ... December 1, 2015 at 2:30 p.m. PT. The presentation ... below) for 30 days. Management will also be available ...
(Date:11/25/2015)... , ... November 25, 2015 , ... ... the Organization of Black Aerospace Professionals (OPBAP) has been formalized with the signing ... AMA team leaders met with OPBAP leaders Capt. Karl Minter and Capt. Albert ...
(Date:11/25/2015)... ... November 25, 2015 , ... ... featured on AngelList early in their initial angel funding process. Now, they are ... individuals looking to make early stage investments in the microbiome space. In ...
(Date:11/24/2015)... SUNNYVALE, Calif. , Nov. 24, 2015 ... executives will be speaking at the following conference, and ... New York, NY      Tuesday, December 1, ... New York, NY      Tuesday, December 1, ...      Piper Jaffray Healthcare Conference, New York, NY ...
Breaking Biology Technology:
(Date:11/19/2015)...  Although some 350 companies are actively involved in ... companies, according to Kalorama Information. These include Roche Diagnostics, Hologic, ... share of the 6.1 billion-dollar molecular testing market, according ... Molecular Diagnostic s .    ... by one company and only a handful of companies ...
(Date:11/17/2015)... , November 17, 2015 Paris ...   --> Paris from 17 th ... DERMALOG, the biometrics innovation leader, has invented the first combined ... on the same scanning surface. Until now two different scanners ... one scanner can capture both on the same surface. ...
(Date:11/17/2015)... Nov. 17, 2015 Pressure BioSciences, Inc. (OTCQB: ... development and sale of broadly enabling, pressure cycling technology ... industry, today announced it has received gross proceeds of ... Private Placement (the "Offering"), increasing the total amount raised ... more additional closings are expected in the near future. ...
Breaking Biology News(10 mins):