For example, what if you have the differentiated ability to improve speed/quality or reduce costs to create a superior solution than what a buyer has today?
Challenge questions will not bring that conversation to the forefront because the buyers don’t know it could be better or different.
Lecturing them on the differentiation, without first gaining interest in having the conversation, fails to engage them.
As part of pre-call planning, craft positioning questions that expose interest in the aspects that differentiate your business.
These questions help your buyers think differently about the solution they have or could have and disrupt the status quo.
It’s not what salespeople say to a buyer, but rather what namibia telegram data they ask of a buyer, that makes them stand out from the competition.
Sales Activities are the most highly manageable of the three categories of metrics, while Sales Objectives are indirectly manageable, and Business Results are highly unmanageable without the management of Sales Activities and Sales Objectives.
Research reveals that Sales Activities fall into one of five sales processes:
Call Management
Account Management
Territory Management
Sales Force Enablement
Call Management Process
The Call Management process is intended to help salespeople plan for specific customer interactions, whether face-to-face or by phone. Call Management can assist salespeople in planning their desired call outcomes, questions they might ask, objections they might expect, products they might propose, etc.