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What is it costing you not to have a Systemised Sales Process?
June 26, 2008
Last time we were looking at why we need to develop good questioning processes.
I want to explore this subject more, however let’s look at why it is so important to follow a questioning process in your sales presentation.
We know that following a process will increase your closing ratio and will therefore reduce the overall cost [...]
Where Are Your Questions Leading?
June 6, 2008
We have been looking at developing a questioning process for our presentations and how most salespeople are so desperate to talk about their products and services and all the solutions they can provide they end up talking too much and presenting solutions too soon therefore losing potential sales.
The trouble is the salesperson has seen the [...]