Five Areas for Thought Provoking Questions

We are being mislead by the continuous chorus of being politically correct or soft pedaling your questions. Well, throw those thoughts out the window – if you want to stay in the b2b sales game for a long time.

Okay, it is true about most b2b sales people being trained using the traditional or old school model of selling. This is one that relies upon you telling your story – over and over and over again. Unfortunately for you, your competitors are using the same stories for the most part and the customers are getting bored.

The boredom is transferred to asking you about price before you have had any time to develop a value to your sales presentation. The real reason for the price question is to stop you in your tracks.

So, how do you get the prospective customer to be patience and open up about their real situation? You must use thought provoking questions designed to show you are a b2b sales professional who wants to help them.

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