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The Trial Close Surprise: I Want To Buy From You, But…

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Celebrate

“I want to buy from you, but the rest of the committee doesn’t.”

The words struck fear and dread in my heart. I was hoping to close the biggest sale I’d ever made, but when I called expecting to hear that the PO was on the way, instead I heard:

“I want to buy from you, but the rest of the committee doesn’t.”

“What committee?” I stammered.

“The other four professors. The rest of the purchasing committee,” came the reply.

“I didn’t know there was a committee,” I blurted out, incredulity infecting my voice.

“Well, you never asked. I just assumed you knew.”

This was the first I had heard about any committee. What the heck was I going to do now?

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Sales Coaching: Effective Feedback

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Sales Coaching

It amuses me that “coaching” has become a universal buzzword in the skills development lexicon over the last three or four years. It amuses me because coaching has been an integral part of our business process for twenty-six years. We realized back then that training without coaching produces minimal improvement at best, whereas training plus coaching produces a four-fold increase in new productivity according to a study conducted by the American Society for Training and Development.

Providing coaching feedback is not as easy as it might appear, though. The key to successful coaching is to provide feedback that preserves a person’s self esteem while motivating them to change and improve. You need to provide constructive feedback that praises and reinforces the person’s strengths, as well as identifies and rectifies their weaknesses.

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Selling Isn’t Telling – Part 3: High Impact Qualifying Questions

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Questions

In the first two articles of this three-part series, we discussed a “High Impact Qualifying” process to help you probe more effectively, and examined the key areas to qualify your opportunities in order to develop and deliver the right solutions.

In this article, we are going to look at my list of the Top 10 questions to use to help you gather more complete information in a shorter time.

1.  “Obviously you must have a good reason for saying that. Do you mind if I ask what it is?”

This is question can be used whenever you want the customer to be more specific, and reveal more information about their stance. For example, it can be used when, in response to an initial call to a new prospect, the prospect says: “I wouldn’t be interested.”

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Selling Isn’t Telling – Part 2

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Ed. – Today we offer a new article by one of The HUB’s distinguished guest contributors – Derrick Pick. Derrick is a noted and respected sales expert, and we are delighted to have him as part of The HUB’s team and look forward to many more articles in the future.

In Part 1 of this series, we discussed a “High Impact Qualifying” process to help you probe for the information you need to be able to sell successfully. This article examines the key areas you need to qualify in order to gather all of the information required to be able to develop and deliver customer solutions.

Organizational profile
Develop a profile of the structure of the organization, and the formal and informal reporting hierarchies.

Current situation
Gain an understanding of their current situation, how business is conducted, market conditions, and latest business results.

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Selling Isn’t Telling

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The most successful salespeople know that great selling is not simply telling – great selling is all about asking the right questions. The most important phase of the sale, then, is the probing phase. Probing is not really a distinct phase per se, since you need to continue probing throughout your relationship with a customer. However, especially early in the sales cycle, your job is to gather all of the information you need to be able to develop the right solutions for the customer. It is almost impossible to effectively map your solution to the customer’s needs until you fully understand their situation and what is driving the need.

A process I call “High Impact Qualifying” allows you to hone in and explore the key issues that are affecting the customer and causing a need. The following guidelines will help you to implement a “High Impact Qualifying” process to gather this information as quickly and effectively as possible.

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