Relationship Building

  • How do we build relationships in days and weeks that normally take months, quarters, or years?
  • How do we quickly differentiate ourselves from the competition?
  • What are the easy-to-implement tactics that will have a customer wanting to give us all the business?

Closing

  • What are the most effective closing mindsets and tactics that will allow deals to close sooner and more predictably?
  • How do we become comfortable asking the “hard” questions?
  • How do we use curiosity to always get a “yes” or learn what’s in the way of a “yes”?

Negotiating

  • How do we become comfortable in negotiating?
  • What are the best practices around using curiosity to negotiate more effectively?
  • What are our gives and gets that allow us to reduce discounting while closing deals faster?

Objection Handling

  • How do we apply curiosity to all objections?
  • What does a simplified objection handling process look like?
  • How do we all become more confident and comfortable in dealing with the toughest objections?

Mutual Close Plans

  • How do we drive a value-based conversation with our customers all the time?
  • What are the best ways to use the customer’s vernacular and their decision-making process to better control our sales cycle?

Customized Presentations

  • How do we map our solution to the exact requirements of the customer?
  • How do we get the customer to draw the conclusion that we are their ideal solution?
  • What are the best ways to use customer vernacular in custom presentations and demonstrations?
  • How do we create competitive advantage through customization?

Advanced Questioning

  • How do we identify the customer’s highest-priority business problems?
  • How do we get the customer to quantify their business pain?
  • How would they describe the measurable value of our solutions?
  • What data do we need to collect to be able to customize our solution to the specific needs of the customer?

Decision-Making Process

  • How do we understand every step of the customer’s complete decision-making process early in our sales cycle?
  • What are the right questions we must ask to eliminate surprises and map out how they will buy from us?

Qualification

  • What makes up the infamous "qualified opportunity"?
  • How do we know if an opportunity is real?
  • How do we quickly qualify an opportunity in or out of our pipeline?
  • How do we reduce “no decision” through effective qualification?
  • What are the categories of qualification that work best for go-to-market?

Effective Note Taking

  • What are the most effective ways to take meaningful notes?
  • How do we create a common way to talk about our customers?
  • What do we need in our notes to systematically customize our presentations and demonstrations?
  • How can we use note-taking skills to accelerate our sales process?

Prospecting

  • How do we effectively build pipeline?
  • How do we maximize our effectiveness when doing any kind of prospecting?
  • How do we set more qualified appointments at higher levels within a prospect’s organization?

Discovery

  • How do we get our customer-facing teams to be more curious?
  • What are the most effective ways to get a customer to engage?
  • What are the best questions to ask to truly understand a customer?
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