Sales Techniques

1. what are your best selling techniques to overcome a customer's desire to pilot test or competitively compare a high ticket (cost exceedng 2% of annual revenues), substantially proven, software product?

2. How do you handle the ‘comfort zone’ effect, whereby a salesperson’s income stream is large enough that they now become complacent or sluggish in growing their book of business?

3. What are the Top Five questions you would like to ask a prospect that came off your pipeline?

4. You sell a product that is regarded with a high degree of skepticism. Would you A. rather have the best product on the market and little company support; or B. a mediocre product with great company support?

5. Is it an advantage or a disadvantage for a sales person to have a high level of empathy?

6. I need some help with qualifying prospects. Anyone have any advice for me?

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