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Teach your sales team to ask the right questions

Generating potential leads requires a firm understanding of the audience. By delivering personalized and relevant ads, businesses are able to build interest among targeted consumers.

Generating potential leads requires a firm understanding of the audience. By delivering personalized and relevant ads, businesses are able to build interest among targeted consumers.

A recent survey by the Digital Advertising Alliance found that 70 percent of consumers wanted online ads to be tailored to their interests. This strategy allows organizations to deliver high-quality leads to their sales teams. However, every lead still needs to be carefully nurtured along the sales path.

Sales incentive programs can help staff members develop the skills they need to complete every transaction. Sales consultant The RAIN Group states that asking the right questions is the key to gaining trust and closing big deals.

The source states that good sales questions are designed to build rapport and determine the client's goals and aspirations. By listening to their sales leads, staff members gain an understanding of the challenges they face, which helps them customize their sales approaches. This skill is not easily taught, but sales incentives can encourage workers to take the time to get to know the client before making recommendations.

Recognizing workers who have managed to implement specific practices can clearly communicate the value of these approaches to the rest of the team. Reward programs provide the tools needed to keep staff motivated, while encouraging them to try new things. 

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