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
In his powerful webinar, Precision Coaching, Tony will show you how to use leading sales behavior data to help you effectively coach your sales team to success! Wed, Dec 10th, 2014 2-3pm EST. Free for BISA members, $50 for non-members. Register now!
Tony Cole's free kit on How To Find, Attract & Recruit an All-Star Sales Team will provide you with a set of resources that will show you how to build a highly productive, sales-driven team that will consistently outperform their competitors. Click HERE now!
Act now to receive your copy of Tony Cole's ground-breaking new audiobook, "Qualifying Prospects with Confidence." You'll get immediate access to 14 audio tracks and a detailed worksheet. Get it now!
This complimentary webinar will show you how the magic of OMG's Sales Candidate Assessment can make your hiring problems a thing of the past! Dave Kurlan presenting. Register here now!
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Tony Cole's focused selling techniques will arm your team with skills to achieve extraodinary sales results. Invite Tony Cole to present at your next workshop, conference, or keynote. Click here for more information. Get a quick start on your 2013 sales success!
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