Sales Questions Are About Creating Engagement

Friday, February 14, 2020

Most successful salespeople would say that asking good questions during a sales call is key to making the sale. If you probed a little deeper, they would probably also say that it's the kind of question and how they ask it that make a question effective. The purpose of asking questions in a sales call is to create meaningful engagement that uncovers a need the customer has, which you can then meet. Well-thought-out questions stimulate an exchange of information, leading both the sales representative and the customer to a better understanding of the customer's needs.

Hand drawing 2 jigsaw puzzle pieces labeled WIN and WIN on a glass board
The Advocate Role in Account Selling
Friday, February 7, 2020

Account-based selling that involves multiple decision makers is more complex than selling to just one decision maker. But it still demands one-on-one interactions at essential moments. How do you get them? One key is having an advocate on the account.

People shaking hands in the background with a desk in the foreground
Cultivating Positive, Productive, and Professional Opinion Leader Relationships
Monday, January 20, 2020

Establishing positive, productive relationships with opinion leaders is key to bringing value to his or her treatment of patients. MSLs often need to communicate complex information. This is much easier and more effective with a good professional relationship.

Taking notes when coaching
Managers, Don’t Forget to Document
Monday, January 6, 2020

Routine documentation is an important part of performance management and coaching. It may seem overwhelming at first, but a few simple processes can help you incorporate regular documentation into your management processes.

An arrangement of paper arrows all pointing up in the same direction
Aligning Performance Objectives with Company Objectives
Monday, December 16, 2019

Good training programs are based on performance objectives that concern how people use their learning in their jobs. If training departments fail to link performance objectives with the company’s business objectives, then learners may develop skills, knowledge, and behaviors that don't meet the organization's needs.

Business woman in a presentation audience standing and raising her hand to ask question
Building a Listener-Focused Presentation
Monday, December 2, 2019

MSLs are often asked to present dry technical data to opinion leaders. How can you do this effectively? One way is to adopt a listening mindset, focusing less on what you want to say and more on what they need to understand. This subtle difference creates good knowledge transfer and builds your credibility.

Learning at computer
Performance Objectives vs. Learning Objectives
Monday, November 4, 2019

Have you ever seen a learning objective like the following for a training program: “By the end of this program, you will understand . . .”

Facilitator working with students
The Key to Knowledge Transfer: Self-Directed Learning
Monday, October 7, 2019

Malcolm Knowles, one of the fathers of adult learning theory, wrote that "Teaching, like medical practice, is mostly a matter of cooperation with nature. The function of the teacher is to guide the student into the experiences that will enable him to develop his own potentialities."

People sitting around and interacting with a complicated diagram of gears
Why Create a Sales Model?
Thursday, August 1, 2019

Selling today is complex: multiple stakeholders all have a say in what to order, how, and when. The landscape requires a strategic, integrated selling approach. A solid sales model can give structure to integrated sales, and make it easier to develop selling skills.

Finger causing the first domino in a row to start falling
Influencing Skills vs. Selling Skills
Monday, July 1, 2019

For Medical Science Liaisons, selling is taboo. MSLs provide support to health care providers; sales reps convince them to adopt a product. But sometimes MSLs do need to have influence—for instance, to alter an opinion based on incorrect data. The ability to influence others can be vital to an MSL's success.

Manager coaching her employee
Three Key Questions for Effective Coaching
Monday, June 3, 2019

Coaching should be simple and intuitive. Managers won't use a complicated coaching process that takes hours to prepare and execute. A simple coaching approach has managers ask themselves three questions. We call it the Coaching Mantra.

Woman's hand placing the last piece in a jigsaw puzzle
Closing for Action
Wednesday, May 1, 2019

The ABC of selling—"Always Be Closing"—is a very old adage. To succeed in selling, it’s important to take a step back and ask, “What is a good close, and why is closing still important in today’s complex marketplace?”

Businessman with poor performance
The Value of Early Action for Declining Performance
Wednesday, June 7, 2017

If you're a manager long enough, you'll encounter a decline in performance from one of your direct reports. It won't get better on its own—so when you uncover it, take immediate corrective action!

Employee receiving feedback
The Power of Behavior-Based Feedback
Wednesday, May 3, 2017

Feedback is one of the most effective tools you can apply to develop direct reports.

Performance review form
Annual Performance Reviews — Beneficial or Time Wasters?
Wednesday, April 5, 2017

Completing one big annual performance review usually is a huge waste of time and money.

Measurement of performance
What’s All the Fuss about Proficiency vs. Growth Assessment?
Friday, February 17, 2017

On January 17, 2017, the Senate confirmation committee asked Betsy DeVos how she would measure student achievement.

Adult learners bored by presentation
Key Principles of Adult Learning
Wednesday, January 18, 2017

Have you ever sat in a training program and thought, “Wow! This is a huge waste of my time?”

The whole class is fired up about training
Do You Want Learners to be Fired Up About Training?
Thursday, February 11, 2016

The way to combat dull PowerPoint-driven sessions is by knowing, understanding, and mastering your responsibilities as a facilitator of learning.

Trainers being trained
Why Should You Train Your Trainers?
Friday, January 22, 2016

Whether your trainers have on-the-job experience or are new to the trainer role, it is important to provide them with skills to effectively facilitate learning.

Romar Learning Solutions 30th Anniversary, 1986-2016
Romar Learning Solutions Celebrates 30 years
Thursday, January 7, 2016

This year marks a wonderful milestone for Romar Learning Solutions — our 30th anniversary.

Coaching session
Leadership – A Focus on Management Behaviors
Tuesday, December 15, 2015

If the goals of leadership are to drive results and create an engaging environment for the team, then the behaviors the leader demonstrates are foundational.

Metaphor of plant being nurtured.
A Stewardship Approach to Leadership
Sunday, November 15, 2015

In recent years, leadership has shifted from a “command-and-control” approach to an engagement approach.

Managers managing
Continuing Engagement Development for Managers
Friday, October 30, 2015

Most organizations provide a comprehensive initial new manager development program.

New manager joining the team
Employee Engagement Development for New Managers
Wednesday, September 30, 2015

When upper management identifies high-potential candidates for management, it should provide those candidates with a comprehensive preparation program.

Engaged managers at work
Creating an Engaging Community of Managers
Saturday, August 15, 2015

The idea that managers play a critical role in creating engaged workforces is not new.