It's not so much that the questions scare salespeople; it's the lack of answers they find terrifying.
As someone who coaches salespeople and makes selling a part of my everyday activities, I can appreciate the job's difficulty. What I can't respect is not doing everything possible to make the job simpler. I swear, at times, it seems like salespeople are intentionally making their job harder.
Open up your CRM be prepared to answer some questions. Before we get to the questions, let's address the two key elements in this request.
Kevin Trokey is founding partner and coach at St. Louis-based Q4intelligence. Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
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