TSE 1369: Using Your Unique Selling Proposition to Generate Good Sales Questions

Getting to know Kim Fredrich

Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, “If You Can Have a Conversation, You Can Sell”.

Use Questions as Unique Selling Propositions

• Listening is an important part of selling. It’s how you are able to ask the right questions and make value propositions.
• Always ask open-ended and conversational questions. Don’t give them the chance to stop the conversation with questions that can be answered with “no.”
• Raise questions in a way that the answer is useful and valuable to both of you.
• A lot of salespeople aren’t clear on what their value proposition is. They’re not aware of what will make their company better.
• Be clear on your value proposition and put some time and effort into crafting good questions.
• Have three to four questions that address the different parts of the value proposition. You can bring any of the four that is appropriate to the conversation.
• Before you go in-depth into the sales process, you need to make sure that your products or services are actually a good fit for the person/business you're speaking with.
• Be clear and be able to articulate your value proposition. For small businesses, you can talk to the owner and if you’re speaking to a big company, reach out to their marketing department.
• The sales conversation must be tied to emotions. Don’t focus on the features.
• Ask the right kind of open-ended questions and get them talking and listening. Let them share with you as well and in so doing, you’ll be building rapport.

“Using Your Unique Selling Proposition to Generate Good Sales Questions” episode resources

Connect with Kim Fredrich on LinkedIn.

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Mentioned in this episode:

HubSpot and bluëmago | STUDIOS

HubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com