Use SPIN Questions to Lead Prospects to Solutions

Ready to Hire Sales Winners?

Apply a Drop of Science Okay. We understand. You’re downright tired of new sales hires’ failure to launch. You trained, coached, motivated. Nothing worked. But did you hire the right person in the first place? CSO Insights’ studies show the average sales team’s annual turnover hits around 25 percent with half quitting and half fired. Out of 100 salespeople, 25 are lost every year.…

When Keeping Score Makes All the Difference Between a Win or Loss

Have you ever pursued an opportunity you wish you hadn’t?  One that kept you up at night, stressed at work, and questioning your abilities as a sales professional? I’ve learned to use the power of “winning fast or losing fast.” That is, I know quickly, before I waste time and resources, whether to pursue or not pursue. I do it by using a funnel…

5 Ways to Sell Higher to Executive Buyers

I am sure, like me, you’ve taken a cross-country flight when all of a sudden the flight gets a whole lot bumpier. And everyone’s stomach rises to their throat. To smooth out the turbulence, the pilot takes the aircraft to a higher altitude. In sales, too, you can smooth out turbulence by “selling higher” in the prospect organization. Here, there are fewer gatekeepers, cautious…

4 Reasons Your Real Competitor is the Status Quo

Today’s salesperson overthinks his competition. Instead of concentrating on the needs of the prospect, many salespeople obsess about the competition, forgetting the real value he or she brings to the prospect. When I speak at conferences or engage with clients I always ask, “Who’s your competition?” They automatically rattle off company names or products. But that’s not the competition. Status quo is their true competition.…

Use SPIN Questions to Lead Prospects to Solutions

One of my all-time favorite books is Neil Rackham’s timelessly refreshing SPIN® Selling. By using questions laid out in SPIN Selling, I fueled my selling career with high-octane. And I want to do that for you, too. SPIN Selling is one of the Miller Heiman Group’s massively successful solutions, and PleinAire Strategies affiliates with the Miller Heiman Group. We can bring you the experiential…

Check Yourself: Why Do You “Lose” Sales?

Do you regularly ask yourself this question? I do in many workshops and client conversations. Watch and listen to various responses in a recent workshop. Make a note that participants were leading salespeople from multimillion dollar financial services firms. They claimed: Missing information. No sense of urgency by prospect. Prospect doesn’t see your solution as the answer. Gatekeepers block opportunity. Process becomes too complex.…

Find the Real Need

Are you a reader?  In my free time, I deep dive into the latest sales and marketing books and research studies. Call me crazy. But enjoy discovering different viewpoints of people working to master B2B complex sales. Everyone’s challenge seems to remain the same today: To understand how prospects make buying decisions and how to align our solution to their needs. Ample data and…

“What Job Did You Hire the Product To Do?”

The Why Behind Your Prospect’s Want Of the 30,000 new consumer products launched each year, 95 percent fail. Clay Christensen, the influential business thinker and renown Harvard Business School professor, tells us why the majority of products hit the dust bin: “The problem often is that their creators are using an ineffective market segmentation.” In his best-selling book, Competing Against Luck, he says, “It…

Use Social Selling to Reach Decision Makers

  Do you spend too much time and energy trying to reach key decision makers? Do you ever wish you could find the right person to make an introduction to that decision maker? Then, it’s time you investigate the solution of social selling. CSO Insights analyzed the relevance of social media to salespeople’s ability to identify decision makers and create new opportunities. Data captured…

Time to Transform Your Sales Training?

Is your sales training as effective as it could be? How do you know? Most sales organizations today organize around territories. Sales reps work from their homes and travel to their territories. Sales leaders conduct weekly sales conference calls with their teams, deliver status reports, and share results. Some sales teams gather several times a year or at the annual sales meeting for ongoing…

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