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.
If you are a project leader, odds are you have experience leading remote teams. On any given day, you or a member of your team might be at a customer site, in another office, or otherwise working apart from each other. Even if everyone has a desk at the home office, sitting together in the “cube farm” probably isn’t part of your team’s day-to-day interaction.
I've noticed that there’s an increasingly blurred line between the discovery process and the buyer qualification process. Discovery, also known as needs assessment or needs analysis, is meant to be about the buyer’s primary needs. By contrast, qualifying questions are about the buyer’s needs for you and your product plus their ability to buy at this time.
Naomi's title wasn't Leader. It was Manager. That's why she was stunned when her annual appraisal included low marks for "effective leadership." When she asked clarification about what was lacking, she got a laundry list:
Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Some of them are extremely complex; Others are as simple as three steps. Whatever your process looks like, the most important thing is to understand where your buyer is. You need to align your sales process with your buyer’s process to be relevant and to create value.
Most people think that leaders are the people who are out in front, the most visible and the loudest. The most effective leaders I know, though, are the ones who are nearly invisible. They don’t have to be present to demonstrate leadership effectiveness. They don’t need or want center stage. They may send subtle cues and coordinate from behind-the-scenes. But then they get out of the way and let others be at the forefront. They turn back on the crowd.
As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions. Great questions will advance the sale throughout your sales process, so don’t use them for sales needs analysis alone!
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