In a previous article, I categorized the probing skill as the most overlooked of the three selling skills: probing, proving, and closing. Probing is asking the questions before giving the answers. It’s listening to what the customer says, thinking about that in relation to your own products and sales environment, asking follow-up questions and listening again, repeat. You never … [Read more...] about The Probing Demo: Using the Right Selling Skills At The Right Time
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This messy looking image shows part of my notes taken on 21 Nov 1996 in a discussion about what happens in the sales cycle. I put the image here for two reasons: 1. Ed likes us to put a picture at the beginning of all our posts; and, 2. It serves to remind me of the legacy thinking that contributed to the ASPEC sales methodology. There is a third reason that has to do with … [Read more...] about Using the Three Fundamental Selling Skills
While preparing for this series I was looking through a set of posts that John Darrin did a while ago so there would be no overlap. When it came to selling skills, this is what John had to say: “These three skills are used with varying emphasis from the start of the sales cycle (Probe - Probe - Probe and maybe a little Prove) to the end (Close - Prove - Close again). In fact, t … [Read more...] about Selling Skills: Part 1 – Sales Cycle Fundamentals
From Wikipedia: In mathematics, an equation is an equality containing one or more variables. Solving the equation consists of determining which values of the variables make the equality true. Your sales equation might look like this: good price + right product + favorable terms + good relationship - competition = win. And like Wikipedia says, determining the values is what will … [Read more...] about The Other Side of the Selling Equation
When I did my research for this article, trying to see what statistics are available about how sales professionals spend their time, I got some very useless information. Things like "24% of the salesperson’s time is spent on generating leads and researching accounts." How is that useful information? First, is 24% of my time working at this too much? What is the right amount of t … [Read more...] about Setting Priorities: How Do You Spend Your Selling Day?