Search Results for: asking questions

Eleven questions for sales coaches

A key to successful sales coaching is helping people to learn vs. telling them. This blog post highlights 11 questions sales managers can ask when coaching sales reps. Continue reading

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Sales success – don’t forget these 6 soft skills

Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. But beyond this, salespeople need to develop these soft skills too: communication, flexibility, positivity, teamwork, time management, and confidence. Continue reading

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Sales managers – when in a meeting, speak last

Sales managers who speak first in meetings slant the conversation. Rather, be the last person to speak and start by asking questions that build on and challenge the ideas on the table so your sales team becomes actively engaged in understanding the issue and in crafting the solution. Continue reading

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Active listening: a forgotten key to sales success – A STC Classic

Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. So, active listening is a key to sales success, too. Continue reading

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Features and benefit selling – a new look at an old friend

Most large companies in the B2B market space have a substantial range of capabilities. Because of the breath and depth of the capabilities and product portfolios even existing customers often have an incomplete view of how their selling partners can be of help. They think only in terms of the support they presently receive. In the end, the potential value can only be seen when the customer makes the link between their partner’s capabilities and their mission, priorities, and challenges.
The first step in achieving that goal is developing a comprehensive understanding of the customer’s needs which is why asking questions and active listening are such important core skills. The second step involves talking about your capabilities in a way that helps the customer make the connection between their needs and your capabilities. A distinction that can be useful in helping make that connection is the one between Features and Benefits.
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Medical device sales – 8 questioning traps hindering sales success

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions.

The problem is “doing a better job at asking questions”, is easy to say, but not so easy to do. There are many traps on the road to getting better – this article shares eight of them.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Call Execution, Sales Training | Tagged , , , , , , , , , , | 1 Comment

Active listening – a forgotten key to sales success

When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. This article provides techniques for sales people to improve their listening skills.

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Winning complex sales – fundamentals are more important than ever

There are performance fundamentals required for winning the complex sale, ranging from core performance skills like: asking questions and active listening – to competencies like: identifying and qualifying leads.

In this post we examine why the fundamentals are more important than ever and put a spotlight on three high payoff areas that warrant increased emphasis.
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Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

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Selling at C-level and the too late-too little puzzle

When selling to the c-suite, leave needs discovery home. Time spent vs. the value received does not work out very well for the senior executive. Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Instead – have a business conversation! Continue reading

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