Back in the office after two weeks on the road training in CA (shout out to my clients there!), and during both weeks – in L.A. and Oakland – it rained! My wife tells me I can no longer say it doesn’t rain in CA. It does, and I was there!
While preparing their training programs, there was one important similarity that I think applies to any sale. And that is identifying and asking the most important (value statement) question to get buy-in from your prospect up front. Let me explain.
Regardless of what you are selling, there is usually one buy in question that determines how interested and engaged your prospect is going to be.
For my sales training and consulting services, it’s simply: “How important do you think sales training is to your overall sales development and the performance of your sales team?” …..
Read more at Eyes On Sales.