Soar to Success December 2020

SOAR TO SUCCESS / Business Acceleration Strategies rapport. Focus on people first, products and solutions second. Discovery Questions Create a list of great discovery questions you feel comfortable asking. Include industry terminology and make the questions open- ended so the customer shares their current challenges. Qualifying questions Once you have actively listened to your customer and clearly identified challenges your product or service solves we need to qualify. An old school system still provides salespeople a great deal of value today called BANT. B- do they have a budget or will you be helping them create a business case to win budget? A- Authority, does the person, team, you are speaking with have the authority to make the purchase and if not who does? N- Do you clearly understand the need and how they will measure success? What is the economic impact of not solving this need? T- Timing, when do they need this problem solved, how long has this been a problems? If you want to significantly improve your close rate on profitable sales: 1. Improve rapport building and building virtual relationships 2. Create strong discovery questions 3. Equip your sales team with BANT questions If I can help your team let’ s schedule a call.