Navigation Links
Sales Momentum Introduces 5 Payoffs to Asking Questions in Sales Calls in a White Paper - Mastering Major Account Selling

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

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
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:
(Date:6/27/2016)... -- Global demand for enzymes is forecast to grow ... billion.  This market includes enzymes used in industrial ... animal feed, and other markets) and specialty applications ... beverages will remain the largest market for enzymes, ... containing enzymes in developing regions.  These and other ...
(Date:6/27/2016)... ... 2016 , ... Cancer experts from Austria, Hungary, Switzerland, and ... new and helpful biomarker for malignant pleural mesothelioma. Surviving Mesothelioma has just published ... , Biomarkers are components in the blood, tissue or body fluids that ...
(Date:6/27/2016)... ... June 27, 2016 , ... Rolf K. Hoffmann, former ... of the University of North Carolina Kenan-Flagler Business School effective June ... UNC Kenan-Flagler, with a focus on the school’s international efforts, leading classes and ...
(Date:6/24/2016)... discussions on a range of subjects including policies, debt and ... Poloz. Speaking at a lecture to the Canadian ... to the country,s inflation target, which is set by both ... "In certain areas there needs to be ... why not sit down and address strategy together?" ...
Breaking Biology Technology:
(Date:6/1/2016)... , June 1, 2016 Favorable ... Election Administration and Criminal Identification to Boost Global Biometrics ... recently released TechSci Research report, " Global Biometrics Market ... Competition Forecast and Opportunities, 2011 - 2021", the global ... by 2021, on account of growing security concerns across ...
(Date:5/20/2016)... 2016  VoiceIt is excited to announce its ... By working together, VoiceIt and VoicePass will ... VoicePass take slightly different approaches to voice biometrics, ... and usability. ... partnership. "This marketing and technology partnership ...
(Date:5/12/2016)... 2016 , a brand of ... results from the Q1 wave of its quarterly wearables ... consumers, receptivity to a program where they would receive ... insurance company. "We were surprised to see ... Michael LaColla , CEO of Troubadour Research, "primarily because ...
Breaking Biology News(10 mins):