Sales Training Article: Why Sellers Need to Ask, “Is There Anything Else?”

By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Image courtesy of Pakorn at FreeDigitalPhotos.net

CustomerCentric Selling® focuses on having buyers share business outcomes (goals) that they’d like to achieve through the use of a seller’s offering. Having goals shared is a watershed event as executives likely must conclude the seller is sincere and competent before they’re willing to disclose them.

Once shared, there should be a discovery discussion amounting to a diagnosis to uncover specific reasons the goal can’t be achieved and then offering only those features/capabilities that are relevant to helping the buyer achieve the goal. During the solution development process the seller attempts to quantify the potential value of achieving the goal.

A mistake sellers often make is ending calls after a goal has been processed. We suggest going into the call that sellers have a menu of potential goals for the title they are calling on. It’s important that they ask buyers if there are any other issues to be discussed and can offer a menu of additional goals that can mean greater potential value and payback.

Before ending calls that have gone well, remember to ask a question that can make them go better: Are there any additional goals you’d like to achieve?


Read more sales training articles or take a look at the sales training workshops available to help you improve sales performance.

Our Live Workshops are  filling up!

If you want to take the guesswork out of how to improve your sales game, we can help. Come to our next Live Workshop in Boston or Denver. You’ll get three days of in-person sales training, great food, expert hands-on coaching, and — most importantly! — a clear process for any sales situation so you can earn more money for your company and for yourself.