Everyday millions of amateur salespeople answer phone calls and emails without asking the prospect any questions. Companies are spending thousands of dollars to make the phone ring, only to have an overeager, untrained salesperson miss the opportunity to turn an inquiry into income.
Prospects have made a list of companies to contact and gather information. The more information they acquire, based on their perceived problem, leads them down a path of shopping your solution on price, misdiagnosing their real problem, and overlooking other opportunities that can justify the value you can contribute, because they were anxious to demonstrate how much they knew, while not asking the right questions.
This workshop will help salespeople uncover the 5 levels of asking the right questions to move the prospect from an intellectual position to an emotional one, where the decisions are made. This process will help salespeople uncover cost related consequences that will be compared to the submitted proposal and price.
We will also discuss what holds salespeople back from asking the right questions at the right time. Often they know what to do, but hesitate on taking action.
Without extracting enough information from a prospect, you won’t know what information you, in turn, should be providing them. After all, if you don’t know what they are talking about, you don’t know what you are talking about.
Call today to schedule your private session with your sales team and stop wasting money on marketing that doesn’t turn into a selling conversation.
