http://www.millerheiman.com/blog The Sales Performance Company Mon, 15 Mar 2010 15:49:25 +0000 http://backend.userland.com/rss092 en Ask your sales team this question to move sales forward: Are you really listening to what your customers say? It’s easy to get caught up in a conversation with a customer. Getting a call back with a buying influence can be so exciting you launch right into what you think they want ... http://www.millerheiman.com/blog/2010/03/question-of-the-week-22-are-you-hearing-what-customers-say/ Ask your sales team this question to move sales forward: Do you know how the executive you’re talking to makes decisions? In tough times, getting to the person who makes the ultimate “yes” or “no” decision isn’t always enough. Being able to successfully persuade them that your company’s solution is the right ... http://www.millerheiman.com/blog/2010/03/question-of-the-week-21-decode-the-executives-decision-making-style/ Ask your sales team this question to move sales forward: When do you begin negotiations? Negotiating can be difficult. In a long sales cycle, professionals often tiptoe around contract length, customization or price conversations hoping they don’t get snagged by a potentially nasty exchange that could result in a bad customer relationship. The ... http://www.millerheiman.com/blog/2010/02/question-of-the-week-20-when-should-negotiations-start/ Ask your sales team this question to move sales forward: Do your contacts perceive a challenge to their business in the first place? When contacts at potential customer organizations don’t perceive a challenge within their business, getting them to understand how your solution can help is a bit like running into a ... http://www.millerheiman.com/blog/2010/02/question-of-the-week-19-is-there-a-need/ One of our Twitter followers recently asked how to address customers who say, “Show me a demo of your product,” even if it’s not the best idea. If something is telling you that they’re rushing into a product demonstration, try to uncover the reasons behind it and track back to ... http://www.millerheiman.com/blog/2010/02/featured-question-how-do-you-get-your-clients-to-reveal-their-true-concept/ Ask your sales team this question to move sales forward: What are you doing to keep your funnel from drying up? If you’re in sales, there's probably no better feeling than closing a sale. And there's no worse feeling than having no prospects. The key to avoiding a dry funnel is to consistently ... http://www.millerheiman.com/blog/2010/02/question-of-the-week-18-maintaining-a-healthy-funnel/ If you could only ask one question of your sales team this week to move sales forward, ask this: What are your sales calls accomplishing? Have you ever spent 30 minutes on the phone with a prospect or customer, only to have nothing to show for it? Not only did you ... http://www.millerheiman.com/blog/2010/02/question-of-the-week-16-ask-for-incremental-commitments/ If you could only ask one question of your sales team this week to move sales forward, ask this: Are we engaged in lose-win or win-lose opportunities? Have you ever been willing to give a bit more than you really wanted just to close the sale? Ever given so much of a discount ... http://www.millerheiman.com/blog/2010/01/question-of-the-week-16-to-close-or-not-to-close-the-sales-quandary/ If you could only ask one question of your sales team this week to move sales forward, ask this: Have you spoken to the final decision maker directly, or is someone else carrying your message? Unfortunately, the sales profession isn’t one that can rely on any sort of courier system. When it ... http://www.millerheiman.com/blog/2010/01/question-of-the-week-%e2%80%93-15-the-extra-mile/ The wild and crazy ride that was 2009 is just about over. Are you ready for 2010? Some dedicated planning can help you meet the new year with confidence. We’ve highlighted a few actions you and your organization can focus on now to improve sales results. The following recommendations are featured ... http://www.millerheiman.com/blog/2009/12/key-steps-to-get-you-ready-for-2010/