Are you coaching your reps to know the 5 questions prospects need to know the answer to before they buy?

If you are, your reps have a leg up on the competition – without being a mind reader – and sell more at the same time.

But first, what are most sales reps doing instead of answering these 5 questions?

Reps are focusing on what they need to know in order to put a good proposal together.

And therein lies the downfall.

By switching the What’s in it for Me to What’s in it for Them changes the dynamics of the conversation and with the answers to the 5 questions – it has the potential to accelerate the sale.

The 5 Questions Trish Bertuzzi in The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth With Inside Sales says prospects ask themselves along the way are:

• Why Listen?
• Why Care?
• Why Change?
• Why You?
• Why Now?

Think about it. Do you need these questions answered before you buy? You bet. And so do your reps prospects.

Add this insight when you coach your reps on sales call preparation and you’re guaranteeing your reps to achieve better sales outcomes.


alice-profile-round-170Alice Kemper, founder of Sales Training Werks, mobilizes teams to sell 5% – 35% more within 8 weeks.  She’s taken her big-guns sales training and chunked it down to bite-sized done-for your sales meetings. Now sales managers worldwide have everything they need at their fingertips to deliver high-impact and high-payoff sales training in 32 minutes or less.  Sales managers get to lead the total opposite of boring sales meetings and no longer waste their reps time.  Each bite-sized sales meeting engages, energizes and equips reps to sell more day-in and day-out. Try a month for free!

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