Winning business means understanding a prospect’s goals
Good sales technique constructs questions to draw out the real value of operational issues to a business. That questioning process should reveal how our proposition can help realise that value.
In addition to my other post, the diagram (attached, below) presents a one-page summary set of business exploration questions. It is drawn from, and supports, the “Sage CRM - Sales Qualification Questions and Deal Management” document. It should serve as a “question prompter” and help document quantifiable needs for each & every prospect.
It's a simple diagram to keep with your travelling notebook to help conversations along, whenever & wherever they occur.