Many of your Lower Half sales people sell on automatic.
That means that they give the exact same sales presentation to every prospect.
Yes, the key points of content of your presentation should be made in every presentation, but wouldn't it be helpful to know if
* the person your salesperson is selling to can not possibly make a buying decision that day because they didn't have the authority or the funds available
* Lowest price is their only consideration
* They are still under contract to another company
Discovery questions can allow your salespeople to learn early in the sales appointment--before the presentation begins--how to most effectively present your product and services.
Oh, and one more important aspect of Discovery Questions: They deal with objections in advance.
How many sales trainings have you heard that address how to respond to a prospective buyer who says, "I want to think about it"?
Some great teaching out there about this topic and most of them... are reactive. The context of their training is that the salesperson waited until after giving a presentation and after asking the prospective buyer to take immediate action.
See the problem?
That's called "wait-n-see" selling.
I mentor my clients differently. Properly using effective Discovery Questions, your salespeople can address that objection before it occurs.
That is one of many reasons you and I need to arrange a call to talk about your Lower Third salespeople. A small shift in strategy and developing just a few new persuasion skills can vault them into the Middle Third.
For a detailed teaching about Discovery Questions and the strategies that drive it, see the two chapters in When Buyers Say No about Identifying Needs and Discovery Questions.
This is an example of how sales consulting is more beneficial to your business than a one-size-fits-all sales training.
There are four universal Discovery Questions, but your industry has one or two additional Discovery Questions that can significantly increase company revenues.
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