The No. 1 Way Your Salespeople REALLY Demonstrate Expertise
leadershipteam
Thu, 06/06/2019 – 14:13
I was working with a client on improving his qualification process. He’d already attended our Ei Selling® boot camp. Now, we were taking an even deeper dive into creating customized questions for each buying influence and industry.
One of his younger associates joined the coaching sessions and shared great advice learned from one of his mentors. Early in his career, this associate thought he needed to KNOW everything to look and sound like an expert. His mentor guided him to a better way of thinking.
“The questions you ask demonstrate your expertise without you ever saying a word about your products, services or experience.”
How good are the questions your salespeople ask?
There’s always a valuable place for needs-analysis questions. But once those questions are mastered, coach your sales team members to step up the quality of their questions to
