Geoff Michener | Street Fight - Part 4

Selling to SMBs: ‘Layering the Question’ to Get the Answers You Need

Geoff Michener

Selling to SMBs: ‘Layering the Question’ to Get the Answers You Need

Sales reps should always want as much additional information about the decision-making process as they can get, because they can use that information to show value to other customers. By asking the client questions, you can obtain information about the client’s pain points, which will help you to highlight relevant benefits offered by your company…

Selling to Small Businesses: Getting Your Pitch Past the Gatekeepers

Geoff Michener

Selling to Small Businesses: Getting Your Pitch Past the Gatekeepers

Having better conversations with gatekeepers is one way to improve the sales process. Most inquiring sales reps tend to ask a gatekeeper when the decision maker will be available and then quickly end the sales call. This is a waste of a great opportunity to gather valuable intel. A gatekeeper can be your unwitting scout, giving you the information you need to better serve your prospective client…