Solution Sales Questions F2F meetings

R. Boeck-Hopley 28/03/2008 Sales Training & Development Manager APAC 4 Must asked Solution Sales Questions at F2F Meetings It’s important to have a game plan after the initial introduction Conversation has finished. The following is my approach that I... More

R. Boeck-Hopley 28/03/2008 Sales Training & Development Manager APAC 4 Must asked Solution Sales Questions at F2F Meetings It’s important to have a game plan after the initial introduction Conversation has finished. The following is my approach that I developed through years of appointment setting. The below 4 questions I feel will assist you at your f2f meetings if your not already asking them. YOU NEED TO ASK THE FOUR QUESTIONS IN THIS ORDER!!! Question One How do you differentiate yourself from your competition? The customer will usually respond with some basic answers (ie price, quality, service etc) the key here is to ask why?why?why? So in an example if your customer does say quality is the big differentiator ask them how is the quality better than their competition? How do you define quality? The purpose of asking all of those follow-up questions is to define what really is the competitive differential The reason this question is important is that now you know how to sell to Less