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Know your audience interests and speaking to each of them!

1/9/2018

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Effective speakers touch the core of their audiences. Their messages have a personal touch and they address what's on the audience minds head on. Most importantly, they empathize with their audience.

It all starts with knowing your audience. Sales teams can learn from these speakers and deliver more effective presentations. Check out the following video of president Reagan addressing the nation on the day the US space shuttle Challenger crashed. 

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KILLER sales discovery questions

1/9/2018

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High performing sales reps ask high impact questions early in the sales cycle. They are quick at identifying opportunities that will NOT close anytime soon. 
Here's my list of effective sales questions. NOTE: Don't try and memorize this. Feel the impact as you read this and make it a part of your sales lingo!

1.    Who in the business is impacted the most, by this problem? Understand who’s ultimately going to pay the $$$.

2.    Who in senior management is aware of this problem? How big is the problem? Does it have management attention?


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    NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.

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