I realized the need to improve my sales skills
Posted: Thu Dec 26, 2024 8:37 am
When the first want is mentioned, be careful not to make the other person feel uncomfortable, and ask questions flexibly according to the flow of the conversation, such as "Why do you want that?" and "Who wants that?"
Let's use a certain company as an example.
"President, why did your company start considering introducing a system to improve business efficiency?"
"This is to streamline the manufacturing department france mobile phone numbers database and allocate surplus manpower to the sales department."
"So what gave you the idea to increase the number of staff in the sales department?"
What made you realize you needed to improve your sales capabilities?
"Our market share is declining, so we want to recapture it."
In this case, "improving efficiency in the manufacturing department" is a want, not a need, and "regaining market share" is the need.
In this example, if you do not repeat the question, you will tend to take "improving the efficiency of the manufacturing department" as the need. Then you will only propose a business efficiency system. Then, it will be difficult to differentiate your sales approach from that of your competitors, and you will not know whether you will close the deal.
However, by asking repeated questions, we were able to learn of the need to "regaining market share," and were able to come up with the idea of making a double proposal to the other party on favorable terms, bundling a business efficiency system with a sales support system to strengthen sales capabilities.
Be sure to ask repeated questions effectively to determine the needs behind the wants.
Tactical challenge 3: It is difficult for leads (prospects) to get their internal approval
Even if negotiations go smoothly and the salesperson is satisfied, there are many cases where the deal cannot be concluded because the internal decision is not passed. This is a disappointing outcome that B2B salespeople want to avoid the most.
Let's use a certain company as an example.
"President, why did your company start considering introducing a system to improve business efficiency?"
"This is to streamline the manufacturing department france mobile phone numbers database and allocate surplus manpower to the sales department."
"So what gave you the idea to increase the number of staff in the sales department?"
What made you realize you needed to improve your sales capabilities?
"Our market share is declining, so we want to recapture it."
In this case, "improving efficiency in the manufacturing department" is a want, not a need, and "regaining market share" is the need.
In this example, if you do not repeat the question, you will tend to take "improving the efficiency of the manufacturing department" as the need. Then you will only propose a business efficiency system. Then, it will be difficult to differentiate your sales approach from that of your competitors, and you will not know whether you will close the deal.
However, by asking repeated questions, we were able to learn of the need to "regaining market share," and were able to come up with the idea of making a double proposal to the other party on favorable terms, bundling a business efficiency system with a sales support system to strengthen sales capabilities.
Be sure to ask repeated questions effectively to determine the needs behind the wants.
Tactical challenge 3: It is difficult for leads (prospects) to get their internal approval
Even if negotiations go smoothly and the salesperson is satisfied, there are many cases where the deal cannot be concluded because the internal decision is not passed. This is a disappointing outcome that B2B salespeople want to avoid the most.