Legitimately repels those
Posted: Thu Feb 20, 2025 8:19 am
For example: “Can you use more leads?” “Do you like to save money when you shop?” “Wouldn’t it be great if everyone on your team was a top performer?” If I say yes, I’m consenting to stage two of your horrible drive-by pitch. If I say no I’m obviously an idiot. So your prospects say nothing and never engage, the worst possible outcome for sellers. Science tells us that using provocative questions to help covey the value or your product or service can be one of the most powerful ways to pitch.
To make it work, your questions should be simple, invoke a clear chile cell phone number list enemy that attracts your target buyer, and who aren’t well suited to your solution. In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle. In fact, the relationship across dozens of sales reps in different geographies was clear: Reps who most efficiently moved customers through the discovery phase of the sales cycle, had higher win rates and quota attainment.
To make it work, your questions should be simple, invoke a clear chile cell phone number list enemy that attracts your target buyer, and who aren’t well suited to your solution. In my last two VP of Sales roles, I found a surprising trend. There was a high degree of correlation between my team’s win rates and the amount of time spent in the discovery phase of the sales cycle. In fact, the relationship across dozens of sales reps in different geographies was clear: Reps who most efficiently moved customers through the discovery phase of the sales cycle, had higher win rates and quota attainment.