“Wouldn’t it be great if everyone on your team was a top performer?”
If I say yes, I’m consenting to stage gambling data switzerland 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 enemy that attracts your target buyer, and legitimately repels those 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: