Optimism is seen as one of the most important qualities of a sales person. You have got to have the ability to experience a string of losses and still be able to walk into your next meeting feeling certain that your proposition is strong.
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We all know that prospects’ problems are the starting point for successful selling, but once you discover a problem, where should you take it? Here are a few of my favourite questions for exploring, quantifying and measuring problems.
• Why/how is that an issue?
• What is this costing you?
• Who else is affected by this issue?
• How does that impact the business/ department/ you?
• Why does that matter?
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