Connect To Sell by People First Productivity Solutions is an informative sales training blog to accelerate sales productivity, develop leaders at every level, and boost team effectiveness. This is Business Consultant located in Morgan Hill, CA.
Jim Kouzes and Barry Posner, my co-authors for Stop Selling & Start Leading, are the creators of the body of work known as The Leadership Challenge®. Jim and Barry have spent decades researching leadership and understanding exactly what it is that leaders do to make themselves more effective with their followers. As it turns out, these are the very same behaviors our buyers want us to exhibit more frequently.
In fact, two of the top ten behaviors buyers want to see more frequently from sellers pertain to questions. So if you're engaging in question based selling, you're on the right track.
However, before you get started, there's something you should know. There's a very important question you need to ask yourself before you start asking buyers questions.
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I was recently reminded of the difference between boss and leader -- and how so often this is misunderstood.
I was watching a couple of kids on the playground and saw a stark contrast between one who said, “C’mon on, guys, let's go over here,” and another who was rather sulky and a bit surly and was stomping her foot and demanding that people do it her way.
You matter a lot when it comes to whether or not the buyer will make a purchase with your company. Your selling skills matter a lot in determining whether or not the buyer is going to take another call or a meeting with you and your company. You matter greatly when it comes to whether or not this sale is going to advance all the way to a close.