Why an excellent question framework is critical to sales success

‘You’re like Mickey Mouse, he has two ears, two eyes and one mouth, use them in that proportion’, a memorable piece of advice from my first ever Sales Manager.What this Sales Manager quite rightly highlighted was the importance of putting the potential customer’s challenges and needs at the heart of any sales conversation. Whether you lead on the front line in the sales engagement or are responsible for coaching your

Put customers at the centre

There’s no doubt that on initial inspection there is a huge amount of confusion and apprehension as to what ‘digital transformation’ means for businesses and organisations. But as noticeably, if not more so, there is a bewildering number of definitions of what is meant by ‘digital transformation’.The research from a-zI have read, amongst many others, McKinsey’s take on the 7 Traits of Effective Digital Enterprises, a Deloitte article looking at

Time to re-think behaviour change in sales teams?

Over the many years I have been in sales, I have been exposed to a wide variety of sales methodologies and tools; SPIN, Blue Sheets, Target Account Selling to name just a few. Regardless of the tool, the training approach was much the same; typically, a three-day training course delivered by an enthusiastic evangelist followed by great personal commitment and enthusiasm to use this new tool with every confidence that

how good are your questioning skills?

Questioning Skills

QUESTIONING IN SALES One of the things that always surprises me in our work in professional services, is the response from partners and fee earners to this question – ‘have you ever been taught a commercial questioning tool?’  They nearly always answer no, which is surprising when you look at the research about selling and the importance of questioning.  Essentially, questioning in sales should be like a voyage of discovery