Rather than creating scripts and pitch decks that encourage you or your sales reps to tell your story, start developing questions that prompt prospects to tell you theirs. Traditional salespeople tell prospects what they think the prospects need to know. Effective sales professionals establish themselves as trusted advisers by asking questions that make their prospects contemplate ideas and alternatives they wouldn’t have thought of on their own.
Kevin Roth, internationally recognized folk singer, guides individuals and groups in the discovery of what really matters to them, how to accomplish their goals, and how handling stress is an essential factor in a healthy life.
Sales leaders are those who fulfill all the responsibilities of the job--supervision, training, mentoring, and coaching salespeople--while simultaneously interfacing with the rest of the organization in such a way as to support the achievement of the sales team's objectives.