Sales Prospecting Perspectives is pleased to bring you a guest post from John Jantsch, a marketing consultant, speaker, and the acclaimed author of several bestselling books. This post is an excerpt of his most recent book, Duct Tape Selling: Think Like A Marketer.
... The following questions are useful to have ready in every sales situation. The right question, posed at the right time, can demonstrate you truly understand the challenge, get a sales presentation back on track or simply allow you to check in on how a prospect is feeling.
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Sales Prospecting Perspectives is pleased to bring you a guest post from Cari Zoch, Marketing Manager at Avention, a company that offers real-time, actionable B2B data to deliver 21st century business info, solutions for sales, marketing and research.
It’s no secret that the buyer’s journey has changed. Whether you’re looking at Google’s ZMOT theory or some other evaluation of the change in the process, it’s clear that customers are doing more research and talking to sales people later and later in the process. There have been countless articles written in attempts to coach organizations on how to get into the decision-making process earlier and earlier. There have probably been equally as many articles written on getting to the right buyer at the right time. But once you get to that buyer, are you presenting the right message and offering true solutions to their business problems, or are you pushing a set of product features trying to fit their needs into your product specs?
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When I was growing up, I was a non-stop talker. Some of my family and close friends might say I still don’t know when to stop talking. Well, most acquaintances would probably be a little alarmed about how energetic I can be and how much I can talk. This is part of the reason I knew I would be successful in sales. But, it could also have been the thing that hurt me the most. Learning how to control a conversation is an essential piece of every day in the life of an inside sales representative.
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