Within you will discover how: • Customers fundamentally only ask four questions: 1. Do I trust you? 2. What value do you bring to the table? 3. Are you the right person/organisation to do business with? 4. How does it work (i.e. feature/benefits) or how will we work together? • Moderate performing salespeople often answer these four questions in reverse order. • Top performers do things better and differently; they... - Focus firstly on Questions 1 and 2 - Ask better questions that nurture insight and instil passion - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action. - Engage the customer to evaluate the consequences of both action and inaction. - Understand and apply what CxOs expect and value from business relationships • Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?” • The future of sales will rely more on truth than trust • How to raise your organisation's like-for-like sales performance by 20-30% or more.
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