Digital Selling and Sales Training Journal

Sales Discovery Questions - The Digital Sales Institute : Sales discovery questions are used to move a sales conversation with our customer or prospect into the “why care” stage. To make the customer care about what we are saying, we need to uncover information, a pain point, or a problem we can solve. Without discovery questions, we cannot move to the why care (our unique and personalized value proposition for this customer), and if we cannot get the customer to care then there is little opportunity to continue a sales conversation. Real and impactful discovery questions should give us a deep understanding of our customer, their challenges, and problems. No problem means there is no sales opportunity. Discovery calls set the path of how we approach the deal and we rely on the answers obtained as we walk alongside the buyer on their journey. It is important to understand that the purpose of discovery questions is to determine whether you and your buyer have reas

Sales Prospecting Definition : A sales prospecting definition is the sales activity involved in profiling, engaging and nurturing prospects so they become paying customers. Sales prospecting is NOT about trying to find buyers in the market now to purchase your particular product or service.  It’s not that easy!! The end goal is to eventually move prospects through the sales funnel until they convert into revenue-generating customers. It is associated with a goal of increasing the customer base of the company and generating new revenue streams.  This definition can be customized to a particular business to account for their ideal customer profile, market, products and business model. Without new customers, a business will have limited potential to grow, while some sales growth will come from existing customers, it is not sustainable due to customer loss, churn and circumstances. This is why sales prospecting is one of the most important sales activities any salespers

These sales prospecting techniques will hopefully assist you in your prospect engagement and lead generation activities. It may sound oblivious, but the biggest challenge in sales prospecting is getting a sales opportunity started in the first place, and for that to happen you need to get the prospect to listen. Sales Prospecting Techniques Every prospect goes through a number of phases on their buyer’s journey, where they make certain decisions on the priority of solving the pain point, the solutions available and the suitability of the vendors to make their buying easier. In the early and middles phases of their buyer’s journey, the decision to keep progressing with you will include the clarity and value proposition on the solutions you offer. They will also consider how familiar they believe you are with their business needs and comfortable they are with your company. These decisions and considerations can be directly linked to how much trust and confidence you have b