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Sales Energizer – SMARTER Questions

As I wrote the last two posts on SMARTER questions, I thought of an exercise I do in workshops that would make a great energizer for a sales meeting. Basically, the sales manager starts the session with a 10 minute discussion on the value of SMARTER questions using the information in the posts and on the website. Then the sales people are put in small teams of, say, 3 people and asked to create SMARTER questions that they can use in their sales calls.

You can then capture the best questions from the teams on a flip chart, throw in a prize for the best team questions and publish a best questions list for the whole team. Just getting sales people to ask two SMARTER questions per call will raise the quality of each discussion with your customers.

This entry was written by John, posted on June 6, 2010 at 5:09 pm, filed under Coaching, Sales Management, Training and tagged question checklist, questions, team energizers. Bookmark the permalink. Follow any comments here with the RSS feed for this post. Both comments and trackbacks are currently closed.

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