The 3 most powerful Large-Deal sales techniques are actually quite simple to understand… BUT not all that easy to do intuitively.
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- Ask Questions
- Ask More Questions
- Ask Questions About the Answers You Receive
#1. Refers to asking questions about your sales prospect’s company, the answers to which are NOT available in the Public Domain (meaning you must be familiar with all available information before even starting to craft your questions).
#2. Refers to asking questions about your direct contact and his/her real decision drivers (assuming that your contact/sales target is actually the decision-maker: If not, there is another whole series of processes to go through before you reach the point of asking for a YES/NO).
#3. Refers to you exhibiting your in-depth understanding of your prospect’s business situation, as it relates to the competitive marketplace in which they operate, AND THIS IS WHEN YOU START TO SELL!!!! – Even just 1 market insight puts you on the road to the Holy Grail of long-term sustainable sales at full margins: Trusted Advisor status.
Critical Note: DO NOT EVEN ATTEMPT #3 UNLESS YOU DO ACTUALLY UNDERSTAND YOUR PROSPECT’S BUSINESS NEEDS!
Pdtraining delivers 1000’s of professional development courses each year in Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth, so you can be assured your training will be delivered by a qualified and experienced trainer.
All public Sales Training courses include am/pm tea, lunch, printed courseware and a certificate of completion. Customised courses are available upon request so please contact pdtraining on 1300 121 400 to learn more.