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:6/24/2016)... , June 24, 2016  Regular discussions on a range ... place between the two entities said Poloz. Speaking ... Ottawa , he pointed to the country,s inflation ... federal government. "In ... "Both institutions have common economic goals, why not sit down ...
(Date:6/23/2016)... , ... June 23, 2016 , ... ... pleased to announce the launch of their brand, UP4™ Probiotics, into Target stores ... 35 years, is proud to add Target to its list of well-respected retailers. ...
(Date:6/23/2016)... ... June 23, 2016 , ... Charm Sciences, Inc. ... test has received AOAC Research Institute approval 061601. , “This is another AOAC-RI ... stated Bob Salter, Vice President of Regulatory and Industrial Affairs. “The Peel Plate ...
(Date:6/23/2016)... , ... June 23, 2016 , ... STACS DNA Inc., ... Leader at the Arkansas State Crime Laboratory, has joined STACS DNA as a Field ... DNA team,” said Jocelyn Tremblay, President and COO of STACS DNA. “In further expanding ...
Breaking Biology Technology:
(Date:5/20/2016)... May 20, 2016  VoiceIt is excited to ... VoicePass. By working together, VoiceIt and ... VoiceIt and VoicePass take slightly different approaches to ... both security and usability. ... this new partnership. "This marketing and ...
(Date:5/9/2016)... Elevay is currently known as ... for high net worth professionals seeking travel for work ... world, there is still no substitute for a face-to-face ... your deal with a firm handshake. This is why ... of citizenship via investment programs like those offered by ...
(Date:4/28/2016)... April 28, 2016 First quarter 2016:   ... 966% compared with the first quarter of 2015 The ... 589.1 M (loss: 18.8) and the operating margin was 40% (-13) ... Cash flow from operations was SEK 249.9 M (21.2) ... guidance is unchanged, SEK 7,000-8,500 M. The operating margin ...
Breaking Biology News(10 mins):