How to ask better sales questions
Martin Coburn
We help ambitious, driven individuals transform their careers, build confidence and self-belief and power up their performance
Welcome to the next edition of The Win Advantage For Sales Leaders.
Every fortnight, we deliver the latest insights, strategies and thinking on increasing your win rate from The Win Academy team.
Between us, The Win Academy team have been collectively responsible for?more than ￡1 billion in sales?annually.
Every other issue, we alternate between the latest advice on sales strategies and tools we're using in real-world environments and insights from our sales trainers and coaching team.
In?this issue, discover:
**NEW WEBINAR?- When sales trainers talk tough"
Next Wednesday 25th May at 5.15pm, join Win Academy Managing Director Martin Coburn and Executive Coach Susie O'Gorman for an insight into what two experienced coaches commonly experience in the training room.
Susie and Martin have spent the last 20 years training sales professionals all over the world. Both have a reputation in the training room for their straight-talking honesty and candour. And they’ve seen and dealt with it all - the good, the bad and the ugly.
In this webinar, Martin and Susie reveal why and when they find themselves dishing out some tough love to sales professionals. Sure, sales pros often know what they need to do but common sense is not always common practice.
Funny, entertaining and surprising, this webinar is packed with valuable insights that any sales professional can start using to get better results - and avoid common mistakes.
For full details scroll to the foot of this newsletter or register for your spot here.
If you have any feedback or would like to discuss how we can help your sales team increase your win rate, contact us today at?[email protected]?or call us on +44 20 3303 0415.
INSIGHT
How to ask better sales questions
Every sales professional knows asking questions is important. Yet, one challenge we commonly see across the board is the quality of questions being asked by salespeople.
When you don't ask good questions, you not only fail to persuade your buyer; you position yourself narrowly in the buyer's mind.?To understand how to ask better sales questions, it is important to adopt three mindsets before any sales conversation.
FEATURED VIDEO
Busting the myth of face-to-face selling
As a result of the pandemic, many sales conversations have moved from face-to-face to a virtual environment. While it's a significant change, it doesn't necessarily mean that sales professionals can rest on their laurels and simply blame a lack of results on the new environment. There are sales teams thriving on selling in the virtual environment. In?this video, Win Academy MD Martin Coburn busts the myths of face to face selling vs virtual. Watch the video here.
For more pitching training and advice, visit?The Win Academy Youtube Channel.
WATCH ON-DEMAND
Webinar - The 7 Truths of Pitching
Martin Coburn and Ian Mackenzie uncover the 7 Truths of Pitching and show you what mistakes to avoid to significantly improve your win rate in a pitching environment.
领英推荐
Contrary to what many sales trainers will tell you, getting good at pitching is much more than improving your presentation skills and asking a few probing questions. Winning at pitching consistently requires a new level of thinking and behaviour.
Click here to watch the webinar replay and download the workbook.
FEATURED PROGRAMME - BESPOKE DESIGN
Each month, we showcase what The Win Academy offers sales leaders and their teams to help improve their win rate.
This month, we look at our ability to create highly effective bespoke programmes tailored to your sales teams' needs.
Let us design a completely customisable development pathway that releases the potential of your teams and delivers outstanding results.?Our extensive experience over 25 years means that we design bespoke solutions and bring discipline, rigour and intensity in developing sales professionals.
Here's what our bespoke solutions offer?that no other platform can match:?
Need a bespoke programme tailored to your team's specific needs? Discover more here.
Or let us put together a programme that helps you hit your targets. Contact us today at?[email protected]?or call us on +44 20 3303 0415.
WORKSHOP
When sales trainers talk tough - with Executive Coach Susie O'Gorman, Wednesday 25th May 5.15pm
TWA Executive Coach Susie O'Gorman and Managing Director Martin Coburn have spent the last 20 years training sales professionals all over the world. Both have a reputation in the training room for their straight-talking honesty and candour. And they’ve seen and dealt with it all - the good, the bad and the ugly.
In this webinar, Martin and Susie reveal why and when they find themselves dishing out some tough love to sales professionals. Sure, sales pros often know what they need to do but common sense is not always common practice.
Funny, entertaining and surprising, this webinar is packed with valuable insights that any sales professional can start using to get better results - and avoid common mistakes.
If you are a sales leader, discover exactly where your team could be going wrong and how to fix it.?
Here’s what to expect when you join Susie and Martin:
> The common selling mistakes staring many professionals right in the face that needs to be addressed today (you may even be able to spot the problem by looking at your own sales collateral)
> Many sales professionals think they do this one thing really, really well… when actually they’re missing the mark (it’s one of the pillars of selling that everyone thinks they're good at but only a few are)
> Why many sales pros lose rapport with customers long before any formal decision-making process (and what to do about it)
Register now for the webinar on Wednesday 25th May 5.15pm and join Susie and Martin as they spill the beans on what happens when they need to talk tough to get the best from sales pros.
FUTURE EVENTS
Pitch clinic with Ian Mackenzie, 31st May 5pm
Introducing our monthly pitch clinic with executive coach Ian Mackenzie. Bring your questions, problems and challenges to our pitch clinic each month and Ian to help you get back on track and increase your win rate. Register here.