Phase II: Ask and Answer
Ask and Answer will show you how to execute a sales engagement, master strategic sales communication, and develop an understanding of your customer’s specific pain points and needs.
All questions are not created equal. Both the wording and strategy behind the wording are key to uncovering a prospect’s true pain points; and thereby potential buying triggers.
The portion of the sales process where you have the opportunity to ask questions is by far the single most important part of the process.
- Non-Assumptive Questions: It’s easy to attempt to over-empathize with a prospect or client. Posing a question such as, “Is it correct that your current primary pain point is operational costs?” is significantly weaker that simply asking, “Tell me about your current primary pain point.”
- Consecutive Question Model: The Consecutive Question Model(CQM) is a strategy that employs 3 consecutive questions that progressively delve deeper into the root of a customer’s goals, pain points, or wants and needs.
- Q 1: Tell me about your current vendor/process/solution.
- A 1: We currently utilize google sheets for documentation.
- Q 2: What single aspect of your current vendor/process/solution do you like most?
- A 2: We have it integrated with our email and other IT platforms, which makes it very efficient.
- Q 3: Other than time efficiency for you and your team, what is the biggest potential obstacle you forsee to reaching your organizational goals?
- A 3: We don’t have the necessary infrastructure to sustain our growth.
How we help:
Palm Sales supports your organization and team through all aspects of the Ask and Answer process.
- Strategy and Insight: Establishing goals and roadmaps for direct customer interaction is pivotal to consistent success in the marketplace. Palm Sales provides expertise in formulation of sales call road maps, as well as communicative blueprints necessary for unearthing your clientele’s true organizational needs.
- Process and Analytics: Whether you are recording your video conference calls, or writing notes during an assessment the old fashioned way, a process must be in place for documenting the meaningful data and pain points discovered during sales activities. We foster the creation and implementation of organizational tools to ensure none of your meaningful sales data slips through the cracks.
- Training and Enablement: Mastering skillful communication is a lifelong endeavor, but it starts with learning how to ask the right questions. A sales person’s ability to uncover buying triggers and pain points directly impacts the strength of an eventual proposal, and likelihood of closing the sale. We instill the confidence and tactics to ensure your team is a success in each and every sales engagement