They have some advantages, such as providing techniques for applying priority to prospective customers based on their likelihood of buying or being able to analyze a company's financial statements to focus on likely solutions. Any reasonably talented sales force can get all the training it needs from well-executed classroom training, but management in too many companies resists this effective solution. Modern organizational structure makes gathering a sales force from around the country into a single room more difficult, and with the pace of change accelerating into Internet time, fewer companies are willing to slow their sales forces in the short term, even for a midterm payback. Insight for Sales Strategy aims to simplify part of the distributed sales-force training process. The package works by interviewing the salesperson about their specific customer or prospect in the context of question-based selling.
Many young salespeople talk too much.
Trained about the features and benefits of their products and services, they think prospects are there to sit and listen to them. On the other hand, the experienced sales professional knows it's all in the questions. The interview style of the software identifies some of the key questions that too often go unasked and so go unanswered. Answering those questions helps the salesperson get to know the customer and begin establishing a relationship. At a basic level, Insight for Sales Strategy helps demonstrate this process.