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Sales , asking a prospect , goal setting , goals , business to business sales , prospecting , sales conversations , sales opening , sales process , sales question , sales relationships , sales tips , sales traits , sales prospecting , sales strategy , sales mindset , sales call preparation , sales goals

Goal-Based Selling

By Kim Orlesky
March 29, 2019

Let’s take a step back from the big picture and focus on two angles for now: the client’s goals and aspirations.

Ask your clients where they see their business in five or ten years in the future. Basing your discussion around these subjects give you an idea of how you can help them achieve it. Especially with their short-term goals.

Lots of clients use their short-term and long-term goals as a timeline or guideline rather than a concrete plan. Short-term goals that run the course of six months to two years at most should be your primary interest. These are easily attainable and actionable points.

Aside from providing recommendations and feedback to help clients gain results faster, goal-based selling also fosters a genuine and strong relationship with clients. It practices a collaborative culture--you, the seller, working together with the client--to motivate them to reach their business goals, especially at times when they lose sight of their future.

When the client shares their objectives, it’s your responsibility to: listen and evaluate carefully the steps to get there, prepare for the possible challenges, and understand what it means for them.

In my book, I share my personal discussion with a client where I implemented goal-based selling. Take a look at the effective questions I asked that encouraged my client to share their ambition with me. Their goals are ours, too.

Go grab a copy of my book,“Sell More. Faster.” to find out more!

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About Author
Kim Orlesky

Kim is the Founder and CEO of KO Advantage, teaching high-value virtual selling skills. She's listed as LinkedIn’s top sales influencer and continuously named as one of the top sales leaders to follow. She’s Startup Canada's Woman Entrepreneur and Success Magazine’s most inspirational blogger. Kim has been selected to speak to groups such as Inbound, Comcast, Zoom, and Inc. Magazine. Her 3rd book Sell More. Faster. Is available now as she writes her 4th book Virtual Selling Best Practices.

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