sales management and sales experts
Fix Your Problem Now
Tony Cole, Founder and CEO of Anthony Cole Training Group
There are two directions to take in this conversation relative to sales success.
1. Your sales success - do you "want to" or do you "have to" be successful in selling?
Your answer is critical and not one you should arrive at quickly just because you think you know the right answer. The answer lies in not what you say, but rather in what you do.
2) Your prospects. When you meet with them to discuss their problems, do you get them to decide if their problems are "want to" or "have to" fix problems?
I've learned the following questions from Dave Kurlan that will help you close more business and achieve higher levels of sales success:
1. Do you believe that I understand your problems?
2. Do you believe that, based on what we've discussed, I can help?
3. Do you want my help?
These three questions will separate the "want to's" from the "have to's".
Tags: prospecting, qualifying prospects, open ended sales questions, sales competencies, key to sales success
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