Archive for Sales Skills

Sep
22

Sales Tip: Power Buys from Power

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In C-Level calls, state your call objective and how you can help, demonstrate competence, and provide a success story.

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  1. Ask open ended questions – calls with open ended questions are more successful.
  2. Ask questions about the customer’s business.  But do not ask a “C” level executive for answers you can locate in the library or on the Internet.
  3. Ask how decisions are made.
  4. Ask who makes the decision and who impacts the decision.
  5. Ask about the goals of the executive and how he/she plans to achieve those goals.
  6. Ask what challenges the “C-level” executive is facing.
  7. Look for opportunities to solve a problem.
  8. Ask questions that will uncover hidden objections.
  9. Ask high-level questions about the challenges before asking specific questions.
  10. Ask what will happen if the problem is not solved.
Categories : Sales Skills
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