079 | How Asking the Right Questions Can Shorten the Sales Cycle and Lead to Better Results
b"Have you ever wanted to peer inside a potential customer\\u2019s mind to understand how he or she makes a buying decision? Have you ever wondered what key questions a prospect asks himself when deciding whether or not to buy your product or service? Do you wish you could crack the code on how a customer thinks so you can shorten the sales cycle and achieve the business results you\\u2019re after?\\n\\nIn today\\u2019s episode I discuss a few of the common misconceptions salespeople have with regard to their prospects\\u2019 buying and decision processes \\u2013 and how to develop the skills necessary to uncover a buyer\\u2019s real motivations.\\n\\nPlus, I'll be weighing in on how businesses get it wrong when describing what the customer's buying cycle looks like, and how you should look at it instead. Listen in for those topics and more on this special solo edition of Grow My Revenue.\\n\\nListen to this episode and discover:\\n\\n\\xb7 How to glean better insight into the sales process in order to achieve better results.\\n\\xb7 The types of questions you should be asking during sales conversations.\\n\\xb7 How to prepare for a sales encounter in order to accelerate the sales cycle and stop wasting time on bad opportunities.\\n\\xb7 And so much more\\u2026\\n\\nEpisode Overview\\n\\nI lead workshops all over the world and have trained thousands of CEOs and sales execs on how to achieve better results in business. One of the questions I get asked all the time by salespeople is about how they can encourage and facilitate faster buying decisions from prospective customers. In other words, they want to know how to get to the sale faster.\\n\\nThe trouble is, the way businesses think about the sales cycle is all wrong. In fact, in most cases, it\\u2019s a complete waste of time.\\n\\nToday, I\\u2019ll show you a better approach to the buying process that can actually shorten the sales cycle and lead to better revenues. You'll learn:\\n\\n\\xb7 How to uncover the truth behind a prospect\\u2019s motivation to buy.\\n\\xb7 The three key questions you should be able to answer in every sales conversation (answering these questions is nearly guaranteed to shorten the sales cycle every time).\\n\\xb7 Why following a script can undermine a sale.\\n\\xb7 What top performing salespeople do that others don\\u2019t.\\n\\nWhen you listen in, you'll hear the types of questions not to ask if you want to see better results and what to ask instead. You'll also hear how the old methods of sales no longer work, and the specific steps to follow to have more productive, insightful sales conversations on this edition of Grow My Revenue.\\n\\nFor full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ian-altman-asking-right-questions-shorten-sales-cycle/"