Sales Training Article: Why Buy
Sales Training Article: Why Buy:
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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

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?

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