A good fellow sales training friend of mine, Jack Daly, always says that the shortest course on selling is “Ask questions and listen.” Having trained thousands of salespeople, although most of us know intuitively that this simple strategy makes sense, it’s not done in the real world often enough. Like any habit, the pattern of “Let me tell ya. Let me tell ya” is tough to break.
I love feedback, good and bad, from participants of Northbound’s “Goal Aligned™ Selling” programs. I just received an email from a sales manager that was forwarded to him by one of his team. Knowing how much we can help salespeople build their careers and, in this case, help them personally, is what drives me more than anything at Northbound. Our sales training works!
“I have applied some of the strategies learned in class on recent site visits and have had a positive experiences. Asking proper and relevant questions, using Northbound’s 0-10 competitor’s rating system. Listening without interrupting, understanding customer’s needs and problems. Even when this customer rated our competitor 9 out of 10 I uncovered that the customer was interested in a direct one person contact, thus allowing me the opportunity to look after his jobs directly and having his staff calling me as the one person. In the last two weeks, we have 3 orders placed and prior to that have not done any business since 2016. We learned one of the key points in training was to probe and uncover problems, and leverage any competitor deficiencies.
All in all it’s a new way for me to look at and approach day to day interactions.”