The 3 most powerful Large-Deal sales techniques are actually quite simple to understand… BUT not all that easy to do intuitively.
To gain important skills in sales, consider using Sales Training Course offered by pdtraining in Wellington, Tauranga and other cities in New Zealand.
- Ask Questions
- Ask More Questions
- Ask Questions About the Answers You Receive
#1. Refers to asking questions about your sales prospect’s company, the answers to which are NOT available in the Public Domain (meaning you must be familiar with all available information before even starting to craft your questions).
#2. Refers to asking questions about your direct contact and his/her real decision drivers (assuming that your contact/sales target is actually the decision-maker: If not, there is another whole series of processes to go through before you reach the point of asking for a YES/NO).
#3. Refers to you exhibiting your in-depth understanding of your prospect’s business situation, as it relates to the competitive marketplace in which they operate, AND THIS IS WHEN YOU START TO SELL!!!! – Even just 1 market insight puts you on the road to the Holy Grail of long-term sustainable sales at full margins: Trusted Advisor status.
Critical Note: DO NOT EVEN ATTEMPT #3 UNLESS YOU DO ACTUALLY UNDERSTAND YOUR PROSPECT’S BUSINESS NEEDS!
The 3 most powerful Large-Deal sales techniques are actually quite simple to understand… BUT not all that easy to do intuitively.
- Ask Questions
- Ask Questions
- Ask Questions about the answers you receive
#1. Refers to asking questions about your sales prospect’s company, the answers to which are NOT available in the Public Domain (meaning you must be familiar with all PD information before even starting to craft your questions).
#2. Refers to asking questions about your direct contact and his/her real decision drivers (assuming that your contact/sales target is actually the decision-maker: If not, there is another whole series of processes to go through before you reach the point of asking for a YES/NO).
#3. Refers to you exhibiting your in-depth understanding of your prospect’s business situation, as it relates to the competitive marketplace in which they operate, AND THIS IS WHEN YOU START TO SELL!!!! — Even just 1 market insight puts you on the road to the Holy Grail of longterm sustainable sales at full margins: Trusted Advisor status.
Critical Note: DO NOT EVEN ATTEMPT #3 UNLESS YOU DO ACTUALLY UNDERSTAND YOUR PROSPECT’S BUSINESS NEEDS!!!!!
Well, this is many hours of interactive learning distilled into a < 1 page summary: to get all the good info, call pdTraining and ask about a Sales Training Course!
006099445
Pdtraining delivers 1000’s of professional development courses each year in Wellington, Auckland, Napier, Christchurch, Hamilton, Dunedin and Tauranga, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Sales Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.