What You Didn’t Learn in College
Most training for salespeople comes from corporate marketing which sends the message that your mission is to show and tell, convince people to buy, and discuss why you are superior to competition. Effective selling is a process of winning the votes of high power people. To do that you must establish professional relationships with all these executives who are impacted by your products and services.
Score: 4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.
1. When you start a prospecting or selling discussion with someone, do you ask about his or her issues? ____
2. Do you probe to learn the challenges this prospect has related to the industry you serve. ____
3. Are you anxious to tell all about your stuff? ____
4. Do you interrogate with self serving questions? I.e. “What’s your budget?” “How do you handle it now?” “When will you be deciding?” ____
Scoring: ( 1 + 2 ) – ( 3 + 4 ) = ??
( ___ + ___ ) – ( ___ + ___ ) = ___
Positive is good; Negative means read and work this section