Gain High Ground with Directional Questions to Improve Sales Performance Metrics
You don’t find your way to the Apple Store by mistake. You went there for a reason. If you make your way onto a car lot, you didn’t just wander there by accident. But the first thing most salespeople ask is: “Can I help you?”
Encourage Sales Talent to Think Through The Prospect’s Mind
When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? What the hell do you need a quarter-inch drill bit for unless you need the quarter-inch hole?
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment