Sales Communication Guide Chapter 2: Does it actually work?

Getting the Truth is based on the ultimate success template for sales conversations. This conversation template includes three things: speaking your truth, making it safe for others to speak their truth, and getting the truth.?

The 3 A’s will challenge you to assess, advocate, and adapt to achieve optimal sales performance. We hope you leverage this sales communication guide as an invaluable resource.

Assess

Recently, while returning a rental car, the representative asked, "How was everything?" Immediately, the thought came to mind about how little insight a person could gain from such a closed-ended question—one that most people automatically respond to with a simple, "Good."

Advocate

Customer service is about creating an experience. Be intentional with your questions—ask with purpose. Is your goal to validate what you want to hear, or are you looking to make it safe for people to provide honest feedback that can enhance their experience?

Adapt

At MindsetGo, we coach salespeople to, instead, do the following:

1. Replace closed-ended questions with open-ended ones, like, "How could we improve your experience?"
2. Use an open-ended question alongside a closed-ended one, such as, "How was everything and what could we do to improve your experience?"

Looking for a change? Invite Mark Altman to headline your sales kick-off and energize your team, going into the new year, to gain a competitive edge. Contact us to start planning now.

Mark My Words

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Does your sales team excel at…

• Difficult conversations?
• Asking hard questions?
• Negotiating price?

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