While passion helps some sales people to succeed, it causes others to fail. Listen to this episode to learn how to help your sales people channel their passion.
Passion sells! Yet, it’s a double-edged sword for salespeople. If they are so passionate that all they want to do is lecture on how great the product is, and talk about every bell and whistle imaginable…they probably aren’t going to sell very much. Yet, there is an effective technique they can use to stop lecturing and start engaging prospects by asking what I call positioning questions.
When salespeople conduct needs analysis discussions, they are usually effective at probing for pain. But, what happens when there are capabilities afforded by your solution that the prospect doesn’t even know can be better? It becomes yack, yack, yack… And the prospect tunes out.
To develop positioning questions, have your salespeople make a list of the strategic advantages of your offering. For each one, identify the problem it solves for your clients. Based on that, develop an open-ended question that exposes this discussion area. With the door open, be ready with discussion points around this advantage.
Positioning questions could just be the sales tool your team needs to take their game to the next level.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.