All too often sales calls become an interrogation, leaving the prospects wondering where the conversation is leading. In this course, author and Fortune 500 sales coach Jeff Bloomfield provides an alternative, based on the principle that effective sales start with focusing on the issues that matter most to your customers. Jeff helps you gain insight into your customer’s business problems, and use those insights to guide your sales questions. He teaches you how to create and ask effective, probing questions; validate the business impact of your solution; and dig deeper when necessary. He also provides advice on maintaining the right tone throughout the conversation?leading to a more successful sales interaction and a long-lasting relationship with the customer.
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Instructor’s Welcome Note:
– In the hit TV show 24, the lead character, Jack Bauer, was famous for his interrogation techniques. He had a limited amount of time, 24 hours, to prevent some worldwide disaster. So, when he questioned the bad guys, he was aggressive to say the least. Unfortunately, in my years as a sales leader and coach, I’ve found that sales people can often adopt the same approach. Asking sales questions turns into an interrogation of epic proportions and leaves the prospect feeling as if they were worked over and spent some time with Jack Bauer themselves.
Yes, there’s a fine line between asking effective, probing sales questions versus the all-intrusive, interrogation approach. My name is Jeff Bloomfield, and I’ve spent my entire career coaching and developing sales people. What I’ve found is like anything in life, the best sales people tend to do things in a very specific way, and it always starts with the right attitude. If we truly understand that our role as a salesperson is to solve our customer’s problems, we handle our sales questions as a business conversation, rather than an interrogation.
In this course, I will help you begin to use the things that matter most to your customers in order to generate questions that they’re going to be happy to answer. These questions will help the prospect understand that you’re there to actually help them, not just to close a sale. What you will find if you follow the techniques in this course, is that you will end up gathering more information than ever before and developing lasting relationships with your prospects. Let’s get started.
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