All in Sales Representative
This post is going to focus on how to ask good Discovery Questions that will help uncover the Dominant Buying Motive of the Buyer.
Dominant Buying Motive: The compelling emotional reason the buyer wants your product and usually relates to the individual buyer or buying group. Think admiration or recognition from colleagues, less personal stress, more time with their kids, etc.
Mastering the Discovery Call is one of the most important steps of any sales process, because the information a sales rep collects during this step will help them successfully connect the buyers dominant buying motives to the product.
The Discovery Call is commonly viewed as a series of questions a sales rep can use to uncover the dominant buying motives of a buyer, however many companies are missing two pieces of the process that can make this step more successful.
Defining your sales culture goals will force you to prioritize the soft sales skills during the hiring process that will contribute to building your sales culture. This is important, because your sales culture will be the primary factor accelerating and determining the future success of your new sales rep hire.
Develop a strong sales process following these 11 steps that will help you build your own cold call script and help your sales team effectively build trust, sound more credible and advance qualified leads to the next stage of your sales process.
Though a strong sales process helps drive desired company results, the sales representative and their mental health is left totally unprepared for this journey as they are continuously bombarded with client objections, the fear and anxiety of missing target, getting yelled at by their sales manager and the worst case scenario - fear of getting fired.
Here are some tips on writing a killer sales representative job description to help you attract some of the top performers in your city.