Navigation Links
Sales Momentum Introduces 5 Payoffs to Asking Questions in Sales Calls in a White Paper - Mastering Major Account Selling
Date:11/22/2013

Scottsdale, AZ (PRWEB) November 22, 2013

Asking questions is a key to successful sales calls. This is one of the 11 major account sales skills shared by Sales Momentum in the free ebook and mobile app - Mastering Major Account Selling.

According to Richard Ruff, Ph.D., co-founder of Sales Momentum, "If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Questions are a primary consultative tool for getting that done."

5 payoffs to asking questions.

1. More memorable interactions. Well-planned questions go a long way in establishing your credibility particularly when they are framed around issues and challenges important to the customer.

2. Avoid the temptation to jump into the conversation too soon. It helps salespeople avoid the trap offering a solution while the problem definition is incomplete and/or all the issues are yet to be surfaced.

3. Better understand the scope of the problem as the customer sees it and to explore what the possible strategic, operational, and financial ripple effects might be.

4. Assess the potential value of a solution. Questions are not only valuable for exploring the scope of the problem; they are also useful for assessing the potential value of a solution. Salespeople can obtain insight about the customer’s view of how the overall situation would be better off if the problem is resolved and the possible downsides of maintaining the status quo.

5. Shape the customer’s point of view. Shaping helps customers redefine a problem in a way that brings value to them and creates a better fit with your capabilities.

About Sales Momentum:
For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with companies – such as UPS, Smith & Nephew, Textron, the Center for Creative Leadership, and Robbins & Myers – they have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. Janet and Richard co-authored Mastering Major Account Selling and Parlez-Vous Business. They also publish the sales blog - Sales Training Connection. Richard co-authored Managing Major Account Selling and Getting Partnering Right. The books are available here.

©2013 Sales Momentum® LLC

Read the full story at http://www.prweb.com/releases/2013/11/prweb11356425.htm.


'/>"/>
Source: PRWeb
Copyright©2012 Vocus, Inc.
All rights reserved

Related biology technology :

1. Sales Momentum Shares Three Common Pitfalls to Avoid When Developing Major Account Sales Strategies
2. Sales Lead Management Association Voting Continues for “50 Most Influential”; Two Direct Marketing Partners Executives Nominated for 2013 Honors
3. Terascala Closes Additional Funding Based on Strong OEM Sales and Release of ISB
4. Craig Peloquin Joins Glissandra Skin Care as VP of Sales and Marketing
5. How Companies Can Provide Extraordinary New B2B Products with Extraordinary Product Launches - A Sales Momentum White Paper
6. 15 Ways to Improve Your B2B Sales Strategy – A Sales Tip Sheet from Sales Momentum
7. Sigma-Aldrich (NASDAQ: SIAL) Reports Q3 2013 Sales Of $664 Million, Organic Sales Growth Of 5% And Adjusted Diluted EPS Of $1.05. Reaffirms Full Year 2013 Organic Sales Outlook. Narrows Adjusted Diluted EPS Outlook To A New Range Of $4.08 To $4.15
8. Don't Let Your Next Product Launch Fail - Sales Momentum White Paper
9. 10 Laws for Successful Team Selling – A Sales Tip Sheet from the SalesTrainingConnection.com
10. Luke Bradshaw Named CryoScience Global Marketing & Sales Manager for the Americas at Taylor-Wharton
11. Herbal Dietary Supplement Retail Sales Up 5.5% in 2012
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:7/26/2017)... (PRWEB) , ... July 26, 2017 , ... ... company has acquired the worldwide rights to SQuEEZ heart function analysis software, and ... The U.S. Patent application was filed April 10, 2014 and uses high resolution ...
(Date:7/26/2017)... ... July 25, 2017 , ... ... and software solutions that enable short-run digital printing, is proud to announce that ... its free GHS Wizard online software available at avery.com/GHS . The products ...
(Date:7/26/2017)... (PRWEB) , ... July 26, 2017 , ... ... variety of complex problems we face every day. This unique capability combines ... agronomists, geologists, chemists, and manufacturers to deliver unprecedented datasets for chemical analysis, quality ...
(Date:7/25/2017)... , ... July 25, 2017 , ... Fiberstar, Inc ... and beverage industry, offers Citri-Fi® 125. This natural citrus fiber is used to improve ... extend real tomato in sauces, condiments and spreads. Today, more than ever, consumers connect ...
Breaking Biology Technology:
(Date:3/30/2017)... -- On April 6-7, 2017, Sequencing.com will host the world,s ... at Microsoft,s headquarters in Redmond, Washington ... health and wellness apps that provide a unique, personalized ... is the first hackathon for personal genomics and the ... the genomics, tech and health industries are sending teams ...
(Date:3/29/2017)... 2017  higi, the health IT company that operates ... America , today announced a Series B investment ... EveryMove. The new investment and acquisition accelerates higi,s strategy ... transform population health activities through the collection and workflow ... higi collects and secures data today on behalf of ...
(Date:3/24/2017)... Controller General of Immigration from Maldives Mr. Mohamed Anwar and ... international IAIR Award for the most innovative high security ePassport and eGates  ... ... Maldives Immigration Controller General, Mr. Mohamed Anwar ... right) have received the IAIR award for the "Most innovative high security ...
Breaking Biology News(10 mins):