Sales used to be simple. Make a cold call. Get an appointment. Meet and build rapport. Uncover needs with probing questions. Deliver your pitch or presentation. Overcome any objections. Close the deal. Sign on the line.
Sales is no longer simple. There is too much competition, too little time, too much distraction, too little money. Customers (both existing and potential) don’t have much time to speak to sales people. They believe they have more important things to do.
In the past, to succeed in sales, you had to have great Product Knowledge, so that you could answer all of your customer’s questions. In today’s world, product knowledge is still important, but it is only a small part of the bigger requirement for ongoing sales success. Today we need to ASK the right questions, of ourselves and of our customers, to keep winning. Continue Reading