Skill Level Intermediate
- In the hit TV show 24, the lead character, Jack Bauer, was famous for his interrogation techniques. He had a limit amount of time, 24 hours, to prevent some worldwide disaster. So, when he questioned the bad guys, he was aggressive, to say the least. Unfortunately, in my years as a sales leader and coach, I've found that salespeople can often adopt the same approach. Asking sales questions turns into an interrogation of ethic proportions and leaves the prospect feeling as if they were worked over and spent some time with Jack Bauer themselves.
Yes, there is a fine line between asking effective, probing sales questions versus the all intrusive interrogation approach. My name is Jeff Bloomfield and I've spent my entire career coaching and developing salespeople. What I've found is like anything in life, the best salespeople tend to do things in a very specific way and it always starts with the right attitude. If we truly understand that our role as a saleperson is to solve our customer's problems, we handle our sales questions as a business conversation rather than an interrogation.
In this course, I will help you begin to use the things that matter most to your customers in order to generate questions that they're going to be happy to answer. These questions will help the prospect understand that you're there to actually help them, not just to close a sale. What you will find if you follow the techniques in this course is that you will end up gathering more information than ever before in developing lasting relationships with your prospects. Let's get started.