Quick Guide: How Top Salespeople Sell

Within you will discover how:
• Customers fundamentally only ask four questions:

1. Do I trust you?
2. What value do you bring to the table?
3. Are you the right person/organisation to do business with?
4. How does it work (i.e. feature/benefits) or how will we work together?
   • Moderate performing salespeople often answer these four questions in reverse order.
   • Top performers do things better and differently; they...
   - Focus firstly on Questions 1 and 2
   - Ask better questions that nurture insight and instil passion
   - Guide customers sensitively on a spiral journey in and out of the problems they face. The dualistic nature of this journey inspires action.
   - Engage the customer to evaluate the consequences of both action and inaction.
   - Understand and apply what CxOs expect and value from business relationships
   • Top salespeople know the answer to a CEO’s first question, “Why am I, personally, talking to you?”
   • The future of sales will rely more on truth than trust
   • How to raise your organisation's like-for-like sales performance by 20-30% or more.