It was great to receive this feedback after a recent training program:
Hey Stuart! Just thought I’d send across a quick message and give you an update. Both Andrew and I have used your SOX strategy this morning and we booked a meeting each within 10 minutes. We made sure to really engage with the prospect by asking more relevant questions and we couldn’t be more thankful for your help!Robert Verdugo
Robert and Andrew were part of a team of Sales Development Reps (SDR’s) who adopted my highly effective yet simple methodology for creating meaningful sales conversations.
As a result they quickly increased their ability to achieve more targeted outcomes from their outbound calls
The secret of creating highly effective sales conversations is to use a logical yet ‘conversational’ format based on asking a series of pre-planned questions.
Asking questions. Sounds simple. You’ve probably heard about this before.
It’s all about how you do it
As I explain in my sales management guide The Assassin Analogy, many sellers create confusion or uncertainty instead of creating forward momentum because they don’t create a logical path for the sales conversation.
As a result they can easily leave the prospect a little bewildered, wondering “What does this all mean?” and “Does this person really understand my needs?”.
These ineffective sellers fall victim what I call the “Pinball Effect”, whereby they ask lots of questions, yet they bounce around topics and create a cloud of fragments. Even though the seller may eventually get to ask the questions they want, in doing so they miss the opportunity to triangulate the prospects answers and to create a smooth-flowing conversation.
Don’t be consultative, be conversational
Even worse is when the seller tries to take a ‘consultative’ approach and ask lots of questions but does it in a way that comes across as more of an interrogation than a professional problem-solving conversation.
Robert and Andrew started using the S.O.X. Question Framework which has been proven to quickly give sellers the right questions and the right structure to confidently hold effective sales conversations that quickly get results.
How to find out more
To find out more about the S.O.X. Question Framework, the Pinball Effect and other factors that contribute to creating highly effective sales conversations download a complimentary copy of The Assassin Analogy report or listen to a live presentation explaining the model.
If you’d like to arrange a complimentary consultation where we can discuss options for future improvement for your team you’re welcome to get in touch.