All tagged Sales team
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.
As a best practice, when building your sales organization - the buyer journey should always come first and creating your sales process comes second. Think about the buyer journey as the “train track” and the sales process as the “train” on the track, following the buyer each step of the way.
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.
Being able to consistently handle sales objections effectively, will either make or break a new deal being won or lost. Very few sales reps have the natural ability or skills to handle objections on their own, which means as a sales leader you need to arm them with Objection handles to set them up for success.
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.
A decent sales book will usually provide a reader with one or two key tips or tricks they can implement right away, however the best sales books will challenge you to rethink an entire part of your sales process and reshape it for the better.
