Ask powerful questions to uncover the company's pain points and goals from "summary" of Selling to Big Companies by Jill Konrath
To effectively sell to big companies, it is crucial to ask powerful questions that can help uncover the company's pain points and goals. These questions are not just any ordinary inquiries; they are carefully crafted to dig deeper into the issues and challenges the company is facing. By asking the right questions, salespeople can gain valuable insights into what is truly driving the decision-making process within the organization. One of the key aspects of asking powerful questions is to focus on the company's pain points. These are the areas where the company is experiencing difficulties or challenges that are impacting their business operations. By understanding these pain points, salespeople can position their products or services as solutions that can help alleviate these issues. This approach demonstrates to the company that the salesperson has taken the time to understand their ...
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