Quick Tips From Director, Marketing & Sales Alison Blobner – Proactive Selling: Asking the Right Questions

Since most buyers are egocentric and highly motivated by the potential return on investment, it is to the Sales Professional’s benefit to ask many probing questions – specifically, what questions – during initial sales meetings. In general, customers like talking about themselves and will freely answer as many questions as the Sales Rep asks if those questions are directly pointed toward the customer’s specific needs and wants. Good examples of probing questions include:

· What do you see yourself doing with this?

· What would prevent you from going ahead with this?

· What else do you feel is important to consider and discuss?

· What questions do you have for me?

Asking questions that keep the focus on the prospect, rather than on a specific product or service, conveys the message that the customer takes priority over making the sale. Your Sales Professionals should leave no stone unturned when it comes to identifying what is most important to the prospect. During questioning, it is important to identify as many needs as possible and to recommend as many solutions as possible to address them. This works in contrast to the traditional approach, which is to present one “boxed” product or service, or a laundry list of offerings that may or may not address the prospect’s unique needs.

 

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Alison Blobner
Alison Blobner
alison.blobner@landopt.com

As the Director of Marketing & Sales, Alison is directly responsible for adding new Licensees by both qualifying and educating landscape contractors on the benefits of the LandOpt Network. Her focus includes regional growth within our existing Licensee base, with an eye toward ultimately expanding the Network throughout the United States. Alison’s background includes regional sales experience and management responsibility for large, global organizations where was tasked with generating new business and achieving targeted growth plans using a consultative sales approach. She was also responsible for the training and management of local and regional sales teams. A Pittsburgh native, Alison attended Robert Morris University.

1Comment
  • sugiyama
    Posted at 15:33h, 22 February Reply

    Thanks! I’m on the mend now.

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