Are your reps consistently utilizing questions to move through their steps of a sales call? The steps… 1st lowering resistance, 2nd asking questions, 3rdpresenting, 4th some type of closure and finally 5th, agreeing and setting up your next contact.
A great bridge between these steps is your questioning. As you’re lowering resistance ask “Is this a good time to talk about?… and mention the reason you’re there.” This will help you segue from lowering resistance to asking questions.
After you finish your questions and are ready to present, ask …”Is this a good time to talk about the solutions we could help you based on the kind of challenges we’ve discussed?”
Once your presentation is complete and you’re moving to closure ask… “If what we talked about makes sense, how do you want to move forward?”
And a great way to end your sales call is asking “When would you like me to check back with you to see how we can help you moving forward?”
Questions are a great bridge between sales call steps that can maximize your persuasiveness and increase the effectiveness of your reps communicating your message. Think your team could find benefit discussing ways they can maximize their client questioning power?
Today’s video talks about how to use questions to move through the five steps of a sales call. Because when you become more effective and persuasive, you tend to sell even more!