Probing for Success
Probing for Success
Be different from the rest.Probing is the key area within the sales call, whether it’s
face to face or selling over the phone.If you probe poorly your solution will always be based upon
price. You weaken your chances of uncovering the real
issue and customer needs. If this happens you tend to head towards the price battle, and the customer will not be able to differentiate you from the other suppliers.Probe to establish how the customer would like to improve their current situation, given the opportunity. If they experiencing problems, probe to discover the issues that arise from the problem, get them to tell you what the benefits would be if their problems could be resolved or improved.If you can, uncover two or three areas where your product/service could make the difference and your customer has confirmed the benefits. You will greatly improve your chances of success due to the added value your products/services will bring.
Use a variety of words when probing; do not make it sound like an interrogation.
Regards, PJ have fun and keep smiling
Probing for Success - To learn more about this author, visit Paul Butler's Website.
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Would you like to be labelled a typical sales rep or a professional salesperson. I know which one I prefer.Whatever you’re selling use the consultative approach. Be thorough and try to uncover the issues within the business and how they would like to resolve them. Sell the concept before you suggest your solution.Please, please refrain from talking about your products/ services, wait until you present your solution. Otherwise you could waste your opportunity when you get it.
Be different from the rest.Probing is the key area within the sales call, whether it’s
face to face or selling over the phone.If you probe poorly your solution will always be based upon
price. You weaken your chances of uncovering the real
issue and customer needs. If this happens you tend to head towards the price battle, and the customer will not be able to differentiate you from the other suppliers.Probe to establish how the customer would like to improve their current situation, given the opportunity. If they experiencing problems, probe to discover the issues that arise from the problem, get them to tell you what the benefits would be if their problems could be resolved or improved.If you can, uncover two or three areas where your product/service could make the difference and your customer has confirmed the benefits. You will greatly improve your chances of success due to the added value your products/services will bring.
Use a variety of words when probing; do not make it sound like an interrogation.
Regards, PJ have fun and keep smiling
Probing for Success - To learn more about this author, visit Paul Butler's Website.
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton'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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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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