Sales Training Article: Why Buy
Sales Training Article: Why Buy:
by
Sales Training Article: Why Would They Buy from You?
By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training CompanyMany salespeople believe every opportunity in their pipeline is likely to close. Ultimately that is a worthy, but aggressive goal. Most sellers need help in getting there. In my view a competent sales manager is responsible for disqualifying transactions from each sellers pipeline that aren't worthy of a seller's time, effort and resources.
People that attend CCS™ workshops are familiar with the standard debriefing questions of:
- What organization/title did you call on?
- What goal(s) did the buyer share with you?
- For each goal what are the reasons it can't be achieved today?
- For each reason what capability from our offering addressed it?
- What is the value of achieving the goal(s)?
- What is it that you want to buy?
- What's the cost?
- What payback can I expect?
- Why do we need to buy now?
- What other vendors have you considered?
Need some help with your sales performance? Take a look at the sales training workshops available to you and improve sales performance.
Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.
No comments:
Post a Comment