Why 'generic selling' won't work

Customers won't listen to your salespeople's solution unless they believe your sales force really cares about their unique situation. Your salespeople have to do their homework -- and ask questions that prove their dedicatoin to helping each individual customer. Instead of asking generic questions that might apply to anyone -- like "What are your main business objectives?" -- have your salespeople spotlight specifics; "Your annual report notes that division X grew substaintially last year. What made you decide to devote resources to that area?"

Targeted questions that establish your credibillity will build trust needed to win sales.

Source: Adapted from "Three strategies (and how to use them) to make your sales funnel flow faster," by Michael J. Webb, on MarketingProfs.com