All tagged Sales team

Mastering the Discovery Call - Part 2

This post is going to focus on how to ask good Discovery Questions that will help uncover the Dominant Buying Motive of the Buyer.

Dominant Buying Motive: The compelling emotional reason the buyer wants your product and usually relates to the individual buyer or buying group. Think admiration or recognition from colleagues, less personal stress, more time with their kids, etc.

Why The Mental Health of Your Sales Team Matters

Though a strong sales process helps drive desired company results, the sales representative and their mental health is left totally unprepared  for this journey as they are continuously bombarded with client objections, the fear and anxiety of missing target, getting yelled at by their sales manager and the worst case scenario - fear of getting fired.