4. Listen, Before Talking | Sales Opportunities

Questions To Identify The Prospect’s Needs?

Posted by Ray Collis 4. Listen, Before Talking Friday, October 22nd, 2010

The following questions will help you to identify and address a buyer’s needs: • What does the buyer want to achieve? • What does the buyer’s company want to achieve? • What are the key business drivers in this area? • What is the underlying opportunity, or challenge facing the business? How big is it? How [...]

Sell don’t tell: How improving your listening skills will increase your sales success

Posted by Ray Collis 4. Listen, Before Talking, Needs Analysis Tuesday, May 5th, 2009

Contrary to popular opinion great sales people are not great talkers, but great communicators. The difference is the ability to listen. Great sales people are not great talkers When the sales person listens he/she will be told things that will help sell. Real selling takes place in conversations, as opposed to monologues, in the two-way [...]

Questions To Identify The Prospect’s Needs?

Sell don’t tell: How improving your listening skills will increase your sales success

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