Selling : Powerful New Strategies for Sales Success

by Hogan, Kevin; Lakhani, Dave; May, Gary

• ISBN13: 9781934266045
• ISBN10: 1934266043
• Format: Hardcover
• Copyright: 2007-10-30
• Publisher: Lightning Source Inc

Summary

What is the single most underdeveloped skill in the persuasion field?The main objective of meeting with your customer is to get them to become a lifelong investor. For them to trust you and like you, you have to demonstrate credibility, knowledge, resourcefulness, passion and a willingness to learn about them and their business. To be successful, you must be curious, you must ask questions.Often, there seems to be reluctance by many sales reps to drill down into core issues, uncover details about the customer?s business, their processes and areas for improvement. In many sales organizations, there is a great deal of urgency and training placed on sales process and product knowledge. This is very important, yet many organizations overlook investing in the skill of asking great questions, understanding the strategy behind which questions to ask and when to ask them. Asking great questions significantly reduces wasted effort and increases sales. This book will cover strategies and techniques beyond Sales Training 101.