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Knowledge-Advantage's straight-forward approach to advertising is a testament to the fact that we get right to the heart of collaboration issues between you, your client, and your client's stakeholders. Salespeople understand where their initiatives rank and what's required to deliver appropriate solutions. Ask YOURSELF if you are collaborating or interrogating.
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Quit Interrogating and Start Collaborating
Most basic sales training focuses inward on
sales rep behavior and not customer need.
Reps are trained to make sure they get
answers to a few specific questions.
Sound familiar? Reps focus on "checking-off"
their list of questions instead of listening and
really understanding the issue that their
client is attempting to solve. This "interview"
process wastes time and prevents a real
conversation about how to meet the customer's
need.
While those basic selling skills are critical to
the sales rep development, they mark the
beginning of the training journey - not the end.
Knowledge-Advantage evolves basic selling
skill programs by transforming standard
"questioning" techniques to "collaborative
dialogues." And in time, internally focused,
static planning processes are replaced by
externally-focused, jointly owned customer
plans.
And here's the big secret. Making your
customer's needs a top priority is not at
odds with your personal goals. In fact, when
that alignment occurs, both suppliers and
customers benefit.
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