I ran into an old coworker, whom I consider a good friend, at a coffee shop this Friday morning.\u00a0 He is the VP of Sales with 75 or so direct reports.\u00a0 His company is international with a majority of their revenue occurring in Asia.<\/p>\n
He was telling me about sales training he held for the entire sales team.\u00a0 The focus was on negotiating and, more specifically, how to ask the right questions to qualify the opportunity.\u00a0 The Asian sales reps balked at some of the questions based solely on their approach to qualifying.\u00a0 Let\u2019s just say they prefer to take a more passive, unquestioning approach which leads to prayer rug forecasts and lower revenue.<\/p>\n
Obviously there are some cultural issues when it comes to qualifying.\u00a0 Anyone who has been to Japan knows that there are certain formalities you have to follow to honor your counterparts.\u00a0 However, I would argue that the qualifying issue is an individual issue.\u00a0 At the risk of sounding overly simple, sales is a difficult profession that requires a skill set that is uncommon to the majority of the population.<\/p>\n
The training that my friend provided was not provocative, excessive nor \u201crisky.\u201d\u00a0 It was simply communication made clear by a sound questioning strategy.\u00a0 This approach is the essence of qualifying.\u00a0 It spans cultures.\u00a0 It leads to the important point that if you are attempting to hire stronger salespeople, you must incorporate an assessment to get an x-ray of the salesperson\u2019s abilities.\u00a0 Do they have the right mix of talent and motivation to ask the difficult questions required for successful selling?<\/p>\n
If you are looking for a solution, we can help.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":" I ran into an old coworker, whom I consider a good friend, at a coffee shop this Friday morning.\u00a0 He is the VP of Sales with 75 or so direct reports.\u00a0 His company is international with a majority of their revenue occurring in Asia. He was telling me about sales training he held for the entire sales team.\u00a0 The focus was on negotiating and, more specifically, how to ask the right questions to qualify the opportunity.\u00a0 The Asian sales reps balked at some of the questions based solely on their approach to qualifying.\u00a0 Let\u2019s just say they prefer to take a more passive, unquestioning approach which leads to prayer rug… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[6,31,9],"tags":[535,31,184,1226,1750,97],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-FL","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2589"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2589"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2589\/revisions"}],"predecessor-version":[{"id":2591,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2589\/revisions\/2591"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2589"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2589"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2589"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}