When selling comes to the picture, it is all about asking questions and putting up queries. This is one of the most important things sales personnel must do to find more relevant details about the company and the available business opportunity.
The bagged details help in decision making about the relevance of the business opportunities. It is important to find out from the contact about the existing opportunity or when is it going to happen in the near future?
Since finding those answers are essential, I often think how often they sales personnel focus on these aspects to opt for the right decision. It has been found that the sales personnel are so persistent to display their product/service that they do not focus on finding out the relevant details about the contact.
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Let us take a look into the kind of questions that need to be asked. It is obvious that first and foremost more details need to be found out about the organization, its objectives, the person you are interacting with and also the roles and responsibilities. Open questions always offer a complete range of useful details to the forefront.
But, what happens when we are carrying out a follow up on a previously contacted lead, then we should try to find more relevant details regarding it. This is where you need to be more direct in your approach, for instance, you need to enquire if he/she is a decision maker or not and who are your possible competitors. To find these details, one is required to ask varied set of questions.
I would term these questions as tough as sales may be little reluctant to raise them as they may hamper their relations with the contact. What can be worse, the contacts may simply say not to the product/service the sales personnel are trying to sell.
Analysts are of the opinion that a CRM is introduced in such a situation and these relevant questions are added to the opportunity flow in the CRM. This will help give a greater insight into the sales meetings, pushes for more performance analysis and also it proves that facts are being with dealt with on day to day basis.
So, if you were not using a CRM so far now, then it is time that you start using it immediately. CRM is the only tool that can help take the growth of any organization to greater levels.
The article is also available at http://www.basearticles.com/Article/28809/Push-sales-and-achieve-targets-quickly.html
The bagged details help in decision making about the relevance of the business opportunities. It is important to find out from the contact about the existing opportunity or when is it going to happen in the near future?
But, what happens when we are carrying out a follow up on a previously contacted lead, then we should try to find more relevant details regarding it. This is where you need to be more direct in your approach, for instance, you need to enquire if he/she is a decision maker or not and who are your possible competitors. To find these details, one is required to ask varied set of questions.
I would term these questions as tough as sales may be little reluctant to raise them as they may hamper their relations with the contact. What can be worse, the contacts may simply say not to the product/service the sales personnel are trying to sell.
Analysts are of the opinion that a CRM is introduced in such a situation and these relevant questions are added to the opportunity flow in the CRM. This will help give a greater insight into the sales meetings, pushes for more performance analysis and also it proves that facts are being with dealt with on day to day basis.
So, if you were not using a CRM so far now, then it is time that you start using it immediately. CRM is the only tool that can help take the growth of any organization to greater levels.
The article is also available at http://www.basearticles.com/Article/28809/Push-sales-and-achieve-targets-quickly.html
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