"How" Power Sales Tip
"How" Power Sales Tip
Report.
In one of his articles he talked about sales questions. What made his
article especially interesting and powerful was that each question began
with "How."
In addition to Art's questions I've added a few of my own:
>>> How do you define quality?
>>> How are you budgeting for this project?
>>> How are you planning to make the decision for . . . ?
>>> How have you evaluated these products in the past?
>>> How have you evaluated suppliers in the past?
>>> How have you quantified the cost of the problem you're trying to solve?
>>> How can we help you improve this?
>>> How often does this happen?
>>> How are you doing it now?
>>> How often does your current supplier do business reviews?
>>> How can we make this work for you?
>>> How can we make this happen?
>>> How can we speed up the process?
>>> How am I doing?
Use these questions to get your prospects and customers talking. The
more they talk - the more you'll learn about them. And of course the more
you know about your prospects and customers the easier it will be to solve
their problems.
There's one more "How" question I suggest using on a daily basis.
It is an introspective question which promotes continuous self-
improvement. When you ask this question on a daily basis you will
experience dramatic growth and prosperity.
It takes courage to ask this question because it assumes there is still room
for improvement. If you have a big ego you may not be comfortable asking
this question.
The perfect time of day to ask this question is at the end of the day - after
your last sales call.
And when you ask this question be sure to consider the following:
>>> Making appointments
>>> Establishing goals
>>> Managing your time
>>> Communicating effectively
>>> Identifying opportunities
>>> Qualifying opportunities
>>> Adjusting selling styles to buying styles
>>> Presenting solutions
>>> Overcoming objections
>>> Asking for the business
>>> Measuring what matters most
>>> Having an attitude of gratitude
Imagine spending a few minutes every day thinking of ways to improve.
Also try to imagine the impact continuous improvement will have on your
sales and your personal income.
You can trigger your self-improvement program by asking one simple yet
profound question.
The question is "How can I do it better?" These six words are the catalyst
for continuous self-improvement.
Every time you ask the question, "How can I do it better" you automatically
raise the bar on your level professionalism.
The reward asking this question is continuous improvement.
Why say something when you can ask something?
When you ask these questions, be prepared to listen and take notes.
I'm convinced the less you say the smarter you'll sound.
Say less and you'll sell more!
That has a nice ring to it!
How Power Sales Tip - To learn more about this author, visit Jim Meisenheimer's Website.
Like this article? Share it with your friends
I got an idea from Art Sobczak's Telephone Prospecting And Selling
Report.
In one of his articles he talked about sales questions. What made his
article especially interesting and powerful was that each question began
with "How."
In addition to Art's questions I've added a few of my own:
>>> How do you define quality?
>>> How are you budgeting for this project?
>>> How are you planning to make the decision for . . . ?
>>> How have you evaluated these products in the past?
>>> How have you evaluated suppliers in the past?
>>> How have you quantified the cost of the problem you're trying to solve?
>>> How can we help you improve this?
>>> How often does this happen?
>>> How are you doing it now?
>>> How often does your current supplier do business reviews?
>>> How can we make this work for you?
>>> How can we make this happen?
>>> How can we speed up the process?
>>> How am I doing?
Use these questions to get your prospects and customers talking. The
more they talk - the more you'll learn about them. And of course the more
you know about your prospects and customers the easier it will be to solve
their problems.
There's one more "How" question I suggest using on a daily basis.
It is an introspective question which promotes continuous self-
improvement. When you ask this question on a daily basis you will
experience dramatic growth and prosperity.
It takes courage to ask this question because it assumes there is still room
for improvement. If you have a big ego you may not be comfortable asking
this question.
The perfect time of day to ask this question is at the end of the day - after
your last sales call.
And when you ask this question be sure to consider the following:
>>> Making appointments
>>> Establishing goals
>>> Managing your time
>>> Communicating effectively
>>> Identifying opportunities
>>> Qualifying opportunities
>>> Adjusting selling styles to buying styles
>>> Presenting solutions
>>> Overcoming objections
>>> Asking for the business
>>> Measuring what matters most
>>> Having an attitude of gratitude
Imagine spending a few minutes every day thinking of ways to improve.
Also try to imagine the impact continuous improvement will have on your
sales and your personal income.
You can trigger your self-improvement program by asking one simple yet
profound question.
The question is "How can I do it better?" These six words are the catalyst
for continuous self-improvement.
Every time you ask the question, "How can I do it better" you automatically
raise the bar on your level professionalism.
The reward asking this question is continuous improvement.
Why say something when you can ask something?
When you ask these questions, be prepared to listen and take notes.
I'm convinced the less you say the smarter you'll sound.
Say less and you'll sell more!
That has a nice ring to it!
How Power Sales Tip - To learn more about this author, visit Jim Meisenheimer's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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