http://www.worldsbestsalestrainer.comRSS feeds for World's Best Sales Trainer60http://www.worldsbestsalestrainer.com/SalesTraining/tabid/56/articleType/ArticleView/articleId/37/Probing-is-the-third-step-of-the-sale.aspx#Comments0http://www.worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=56&ModuleID=381&ArticleID=37http://www.worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=37&PortalID=0&TabID=56http://www.worldsbestsalestrainer.com/SalesTraining/tabid/56/articleType/ArticleView/articleId/37/Probing-is-the-third-step-of-the-sale.aspxProbing also known as needs assessment or simply state, asking questions. Probing is the third step of the sale of the 5 steps to the sales call. To see this video training and the whole “How to sell” FREE video training series just go to. http://www.worldsbestsalestrainer.com/tabid/61/UserID/2/Default.aspx The stated context of probing has always been the same.  It is “I need to know a little more about your business and what your needs are so that I do not waste your time with products or service that you are not a good fit.  Or you can use corporate speak, “To make this a more efficient process I want to learn about your company to evaluate the best fit for our company.” The underlying context or what you are thinking and not expressing to the prospect is that you need to keep control of sales call at this point. Keeping control of the sales call is not talked about anymore. The reason you need to keep control is not because of ego reasons and is not to dominate them into submission but it is because at this point on the sales presentation you and your prospect have different agendas. Chances are if you let people evaluate your product or service on their terms you will get nowhere. In many cases they want to know how much so they dismiss you.   When this happens and prospects starts to ask “bottom line” questions, many sales professional make the mistake of counter acting this questioning by the prospect with talking up their product or service which is not very effective. The best way to keep control is to be the one that is asking the questions and not answering them. “How much does this cost” asks the prospect. “That’s the best part” answers the sales person. I don’t know yet let just ask you few more questions and I will know what the best product or service is for you. Keep in mind that when you selling to someone who really knows what he is buying, the probing will be shorter because he is going to ask educated questions which means you may want to transition to the next step. Before you start selling you need to ask questions of your prospect. Start off with closed end probes, more simple yes or no or multiple answer questions. As your rapport builds go into open probing questions, which are essay questions. Understand the prospects profit model. 1.       Understand the context of their company. 2.       Negotiate the Relationship and get agreement. 3.       You know how to sell your product The Transition to the next of the sales call should begin with a soft set. Ask about their purchasing process. Make sure you have the decision maker.GregThu, 06 Aug 2009 17:37:00 GMTf1397696-738c-4295-afcd-943feb885714:37http://www.worldsbestsalestrainer.com/SalesTraining/tabid/56/articleType/ArticleView/articleId/36/Step-2-of-the-five-steps-to-the-sales-call.aspx#Comments0http://www.worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=56&ModuleID=381&ArticleID=36http://www.worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=36&PortalID=0&TabID=56http://www.worldsbestsalestrainer.com/SalesTraining/tabid/56/articleType/ArticleView/articleId/36/Step-2-of-the-five-steps-to-the-sales-call.aspxThe introduction or step 2 of the sales call is designed to build a strong foundation for the entire sales presentation. It is not designed to sell your product or service but instead help create a relationship with the person you want to sell to. This is the time where they size you up and for you to establish your believability. Many salespeople are worried about being cut off and not being able to sell so they jump right into the pitch. The more likely a prospect believes a sales professional the less likely they are going to cut them off. There are four objective that a sales professional should accomplish to ensure a productive sale call. This whole process should only take minutes. The four elements to the introduction are:• ICR• Brief product or service overview.• Credibility statement• Validation statement.GregTue, 16 Jun 2009 18:31:00 GMTf1397696-738c-4295-afcd-943feb885714:36http://www.worldsbestsalestrainer.com/SalesTraining/tabid/56/articleType/ArticleView/articleId/29/5-steps-to-the-sales-call.aspx#Comments1http://www.worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/RssComments.aspx?TabID=56&ModuleID=381&ArticleID=29http://www.worldsbestsalestrainer.com/DesktopModules/DnnForge%20-%20NewsArticles/Tracking/Trackback.aspx?ArticleID=29&PortalID=0&TabID=56http://www.worldsbestsalestrainer.com/SalesTraining/tabid/56/articleType/ArticleView/articleId/29/5-steps-to-the-sales-call.aspx The sales structure I use is 5 steps of the sales call. You may say why is this not in the “old technology” chapter. Well it’s does contain my new technology. But Sales structure has basically been the same for generations. Each step in the following outline will be explained in depth. GregSat, 30 May 2009 02:39:00 GMTf1397696-738c-4295-afcd-943feb885714:29