Salespeople have to be able to predict when sales will happen, it’s an essential part of the job, and it’s referred to as forecasting. Businesses need to know what is lying ahead and salespeople are best suited for determining that. But, as any salesperson will tell you, “it ain’t easy.” In our ASPEC sales methodology we use a couple of issues to determine probability of winnin … [Read more...] about “When will it happen?” – Critical question deserving careful thought!
Remember maps? You could buy them at gas stations and unfold them and search out where you were and where you wanted to go. You could plot routes and make a plan and then try to refold it only to end up with some misshapen accordion of paper. It was all very manual and didn’t adapt well to change. And if you missed a turn, you had to try to figure out where you were now and c … [Read more...] about Optimizing Sales Opportunities: The GPS of Selling
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
If you are visiting The HUB from the Apple App Store or the SalesWays web site, you will already know that ASPEC is the name of a new generation of sales productivity tools designed to harness the immense power of technology in the twenty-first century. But more than just a product name, ASPEC represents the meaning of the core methodology that powers the product. At the heart … [Read more...] about What is ASPEC?