I’m excited to be a part of a new book titled, Sales Hack by Chad Burmeister, launching just in time for Dreamforce. I want to share with you an excerpt from Sales Hack which I wrote and encourage you to the read the book.
Closing the deal doesn’t have to be hard
Salespeople can make it hard by failing to ask the tough questions. The way to be sure the sale is moving forward is to ask questions, listen and respond appropriately. This helps the buyer on the journey rather than forcing the close.
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There are specific questions you should ask. To make sure you do, it’s best to prepare by developing a plan for each sales call.
I know if you ask these questions, you will have most of the information you need to collaborate with the buyers and help them on their journey.
10 Questions to Ask
How will our solution meet your needs?
What other solutions have you considered?
Who will be involved in making the decision?
What is the best way to include everyone involved in the decision-making process
What is your budget?
On what factors will you make your decision?
What is your timeline for implementation?
What is your timeline for making a decision?
Is there anything else we need to discuss?
What are our next steps?
Getting the answers to these questions assures you know where the deal is going. The answers keep you focused on the customer and how they will buy.
You may be thinking, this is easier said than done.
It’s easy if you plan and practice. You have to work these questions into the conversation so that they seem natural and not abrupt.
In order to get honest answers to any of these questions you need to be talking to someone who trusts you. That means before you can ask tough questions, you have to build the relationship.
?Alice Heiman
??Founder & CSO, Alice Heiman, LLC
?If you have a relationship with the people involved in making the decisions and they trust you, you can easily ask these questions and get the needed answers.
Make your Sales Calls easier
Use these questions to prepare for every sales call. Figure out which of these questions to ask at each point in the sales process. Before asking for their business make sure you have the answers to the questions above.
Make ALL of your Sales easier
How can you make selling easier? There are lots of things you can do and it starts with setting goals and making a plan to attain them. Learning many lead generation methods so that you can fill your sales funnel is imperative. Developing a strategy is a great start.
Does all of this seem overwhelming? Are you prepared to develop your sales strategy? Do you have the skills you need to speed up your sales process and shorten the sales cycle? No?
Schedule some time to talk with me about it and we will figure it out together.
Alice Heiman
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.
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