Three Questions To Improve Your Questions (2) Part 2 #short #salestips

Name: Three Questions To Improve Your Questions (2) Part 2 #short #salestips
Uploaded: 2024-03-20T12:00:40+00:00
Duration: 43 s
Channel: SalesGlobe Sage
Description: Short YouTube sales-training clip where SalesGlobe Sage teaches a three-step questioning approach applied to a business technology-sales scenario. The…

20 Mar 2024 · 1 min

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Short YouTube sales-training clip where SalesGlobe Sage teaches a three-step questioning approach applied to a business technology-sales scenario. The speaker frames a challenge about replacing fragmented, homegrown systems after acquisitions and introduces the "story-vision" model, recommending starting with 'why' questions about acquisitions and integration strategy. The clip models conversational back-and-forth with a co-speaker as the method is demonstrated.

Chapters

I'm going to give you three steps to build your superpower of Question. Let's just apply this to a business situation. Say you're talking to a customer about providing a technology solution and you've identified the challenge. And the challenge question sounds something like this. How do we help the customer create a seamless system across their company that the organization will.
Accept and.
Adopt and.
Use rather.
Than their one off homegrown solutions that vary across the organization?
So you.
Learned some things about the company already. You've learned about some acquisitions the company did and you think that might give you some insight and impact what you're solving for. So let's try the story vision model. I want to share with you how this would work.
So these questions.
Can come in any order. Like I said, I like to start with the why, which.
Is why did.
The company pursue these acquisitions or a particular acquisition? What was the reason behind it? How was it done? Were they integrated together with the acquiring company or were they bolt ons? Did they operate separately.