Here are 5 questions I would ask Sydney Freas:
1. Open-ended: What factors do you consider most important when selecting new hotel partners for your sites?
2. Closed-ended: Do you have a minimum star rating requirement for hotels?
3. Directive: Could you tell me more about how your marketing efforts help drive business to hotel partners?
4. Reflective: When hoteliers express concerns about high commission rates, how do you help them understand the value you provide?
5. Reflective: Some argue that online travel agencies do not provide as much value as they did in the past. What is your perspective on that view?
Spin Questioning - Probing for Prospect Information during a Sales Callklhall700
This PowerPoint presentation provides an overview of the SPIN questioning technique and examples of situation questions, problem questions, implication questions, and needs-payoff questions.
Spin Questioning - Probing for Prospect Information during a Sales Callklhall700
This PowerPoint presentation provides an overview of the SPIN questioning technique and examples of situation questions, problem questions, implication questions, and needs-payoff questions.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Whether by email, phone or social media, all of us receive messages daily from countless vendors promoting their products or services. Your prospects experience the same reality. But there is a simple way to get noticed. Ask better questions. After all, you’ll be judged by the quality of questions you ask. Instead of pitching, make a human connection. Learn good questioning techniques that can improve your effectiveness in engaging any prospect.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
Sales objections are basically requests for more information – more information about your product and what you’re offering them..
Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
This "Spin Your Sales Call" deck is a brief and simple explanation of how the SPIN selling method is created. Please review this deck to gain a basic understanding of how sales professionals format their spin questions before their appointments.
Whether by email, phone or social media, all of us receive messages daily from countless vendors promoting their products or services. Your prospects experience the same reality. But there is a simple way to get noticed. Ask better questions. After all, you’ll be judged by the quality of questions you ask. Instead of pitching, make a human connection. Learn good questioning techniques that can improve your effectiveness in engaging any prospect.
Basic selling skills is necessary of people in all walks of life. Our sales training program focuses on effective selling skills. Salesmanship is a skill that can be developed through the learning of good selling techniques.
Are sales objections stopping you in your tracks?
Fielding unexpected objections can be one of the most daunting aspects of sales, especially for a new hire or someone new to selling entirely. The best way to deal with this fear and uncertainty is to face the problem head-on and go into meetings and cold-calls prepared to field a wide range of objections. If you start listing out the potential objections you could hear from a prospect, it might seem like the options are endless. How are you supposed to prepare for everything?
Lucky for you, sales objections actually cluster into a few main groups based on your prospect’s underlying beliefs. Once you master handling one objection in a category, you’ll be able to respond easily and effectively to any number of variations on that theme. Keep reading for 5 steps to handle sales objections.
Learn more: http://criteriaforsuccess.com/how-to-handle-sales-objections-5-steps
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
Sales objections are basically requests for more information – more information about your product and what you’re offering them..
Consider them as opportunities...opportunities that let you once again pitch your sale to the potential client – an opportunity for you to help them understand more about your services..
How to always know the right sales questions to askSalesScripter
The best salesperson is the one that asks the best questions. But it can be easy to not know what to ask when interacting with prospects.
If you can relate to that, these are the slides from our webinar on “How to Always Know the Right Sales Questions to Ask” where we will not only teach you what questions you need to be asking, but we will also teach you a process for creating your own list of questions tailored to the your product that you sell.
In this webinar, we will discuss:
– What types of questions you need to ask at different stages of the sales process
– Conversation starting questions you can use in open calls and meetings
– How to develop a list of good probing questions for your products and services
– What qualifying questions you can ask to filter out bad leads
– What closing questions you can ask throughout the sales process
Hi All,
Now you can download my Presentation easily. I changed my Privacy setting.. I wish I can make more presentations for the young salesmen, but I am so busy these days and couldn't reply everyone who need my presentation. So here you can download now and present it to your teams etc.
Regards,
Shahzad Chohan
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Guest lecture impact business question on application landscapeLeon Smiers
Guest lecture at the Erasmus University Rotterdam.
In this presentation the impact of a business question on the application landscape is explained.
Key topics
(1) When looking at the impact of a business question, do not forget the Why question
(2) Change required by the business impacts
- People
- Process
- Technology
(3) CORA model is used to determine impact of Technology part
How is B2B market different from B2C market?
What B2B marketers should not learn from B2C?
Why in the B2B arena, the entire sales process is often based on relationship building and trust?
How can you build world class business off of referrals?
Presentation "B2B Sales Is Not A Hookup" will not just help you answer these questions but will give you even more tips on how to master B2B lead generation process and dramatically increase sales.
It is the skill of asking the right type of questions, to the right person at the right time and in the right environment.
"The power of questioning is the basis of all human progress"
Is is rightly said, "Judge a man by his questions rather than by his answers".
How to write a great advertising creative brief. David Bell
What you will get from this presentation is a real insight into the creative mind and process, you will learn how to write an insurance ad, the 4 steps to writing a better creative brief and how to run and feedback on a creative presentation.
This workshop was written for MercerBell clients to enable them to prepare better briefs that will lead to more customer delight.
Enjoy.
Ps. And please share if you have learnt something from this presentation.
'Clients are from Mars. Creatives are from Venus.'
What you will learn is how to get to better client, agency relationships.
Enjoy.
Ps. And please share if you have learnt something from this presentation.
HPE Ideas Transformation Box delivers an actionable process for discovering new opportunities, validating customer engagement, and evaluating new business potential. For more information visit: http://www8.hp.com/us/en/solutions/ideas-transformation-box.html
6. Through ________________ and probing, encourage
prospect’s involvement in identifying their needs.
› Promote atmosphere of openness to exchange
_________________ and feelings.
› Establish trusting ____________________ with your prospect.
Make suggestions and ______________ _______________.
7. When asking need questions or “probing”, keep
these tips in mind:
1. Don’t ask questions that might lead to situations you
can’t escape
2. Ask only ______ questions at a time
3. Allow prospect to answer each question
4. Listen… concentrate on what the buyer is saying
8. Prospects buy _________________ that satisfy their
organization’s needs!
__________ types of needs:
1. Financial – Refers to maintaining or improving monetary results;
controlling ________________
2. Image – Refers to maintaining or improving __________________ or
credibility
3. Performance – Refers to maintaining or improving
________________________
9. Why do we need to classify a prospect’s needs??
1. To understand the ____________behind a buyer’s decision
and what ________________ the buyer to make a
purchase
2. To establish a direction for _________________ and
conducting the sales call
3. To _______________ and apply ________________ that satisfy
specific organization or personal needs
11. Closed Questions
Closed questions can be answered in only a few
words
› Yes or No
› Not effective developing customer needs because the
prospect provides very little information
› Use closed questions _____________________!
12. Open – Ended Questions
Open - ended questions invite true expression of
opinion and feeling
› OE questions prompt prospect for more information
› May be favorable or unfavorable to you
› Cannot be answered with a “yes” or “no”
Who?... What?... When?... Where?... Why?... How?...
13. Directive Questions
Directive questions are used to get the buyer to
concentrate on the parts of your proposal he/she is
comfortable or agrees with
› DQ’s request expansion or further explanation on a particular
point
› Gets prospect to explore areas of agreement and focus less
on areas of disagreement
› Good to reestablish positive communication
› Use DQ’s ________________________
VS
14. Reflective Questions
Used to __________________ prospect’s meaning to
determine their needs
› Can be used to buy you some “thinking” time when you get
a surprise objection
› Careful listening is required for RQ’s
› Use RQ’s _________________________
15. Respond to each with an open ended question:
1. “I don’t like your proposal.”
2. “Golly, I think your ideas are terrific, but to tell
you the truth, the boss just can’t see doing
something new like this. I don’t think he
would buy it.”
3. “I don’t know. I’ll have to think it over.”
4. “I’ll have to talk to someone else about it.”
16. Respond to each with a directive question:
1. “Golly, I think your ideas are terrific, but to tell you the
truth, the boss just can’t see doing something new
like this. I don’t think he would buy it.”
2. “I like your remodeled rooms, but they cost too
much.”
3. “That’s a good room rate, but your banquet service
prices are too high.”
4. “A new corporate program, eh? It’s about time you
guys came up with something new. See me in three
months and we can talk it over then.”
17. Respond to each with a reflective question:
1. “There’s certainly a lot to be said for your plan, but I’d
like to think it over and get back to you.”
2. “Anyone can find reasons for changing, however,
before we start using your hotel for all our business
travel, you have to present me with a significant
reason for doing so.”
3. “You know, I’ve been in the business a long time and
I’ve heard the same old story from you guys for many
years.”
4. “Your proposal is great for the big company, but my
company needs are entirely different.”
18. Surf expedia.com
Come up with at least 5 questions for
Sydney Freas, Market Manager for
Houston/Galveston – Expedia.com and
Hotels.com
Questions should be a combination of
› Open ended
› Closed ended
› Directive
› Reflective