Sales Questioning Is Still The Most Relevant Skill – Ian Moyse

Sales Questioning Is Still The Most Relevant Skill – Ian Moyse



Staying Relevant In Sales

The key thing is for me is you’ve got to stay relevant if you’re in sales as a sales person a sales leader manager, whatever your title. You’ve got to adjust in relevance to your customer how they engage and how they buy.

Too Much “Average” Going On

I think there’s a lot of average going on and I think there’s a lot of sales training that is just training and not coaching. A lot of traditional methods being taught that have some value but I don’t think they have the intrinsic value they had historically.

Are You Sure You Are Doing The Basics?

When I ask a salesperson what they want, they sometimes say something like, “I want a high level complex enterprise sales negotiation:.

That implies that all your basic skills of questioning, listening and all fundamentals are in place.

Yet how they behave doesn’t demonstrate that.

I’d say “okay you’re average on questioning”.

Most sales people get better at that and that’s what I coach.

My team is doing the basics far better than anyone else.

The problem is sometimes that senior salespeople or people who’ve been doing it years are convinced that they don’t need to look at the basics because they are past that level of competence.

Questioning for me is one of the best skills you can have.

It is not about ticking off your 30 questions and giving yourself a pat on the back for a job well done. It is also how they ask the questions. It can can vary each time.

It is not set in stone.

That’s not how sales work they’re totally fluid.

If you ask the right questions you’re actually in a better position anyway because the customer will be thankful that you asked so many questions and forced them to think about why they did not have answers for some of them. It puts your credibility at a very high level and you can be sure that average sales people are not doing this.

I feel exhausted but this has been fantastic you’ve asked me so many questions that none of the others have asked me!

One Up Sales Client

I’m going to give you a framework from my experience but you’re going to find your own style and you’re going to try things and you’re going to come to me go “oh this worked even better”. Just because you haven’t got the long history of experience means you’ll approach things differently and sometimes you’re going to come up with something that’s better than I’ve come up with. I could be getting blinkered by all of that history and that does influence any decision I make.

So I’m still learning and that’s the key for me.

I’m not going to give you a cookie cutter here’s exactly how everything works.

There’s there’s all these new things that if you want if you want to wrap your arms around it keep reading, keep listening to podcasts, keep getting engaged, keep practicing.

I’m still out in the field doing sales demos. So I know the reality of what’s changing.

I’m not in some ivory tower where I just think that it’s still like it used to be.

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Ian Moyse

Ian Moyse, Chief Revenue Officer of OneUp Sales was awarded the accolade of BESMA UK Sales Director of the year. In 2019 & 2020 was listed in the top 50 Sales Keynote speakers by Top Sales World. Ian has been a regular judge on the Women in Sales Awards (WISA), Top Sales Awards, BESMA and the UK Cloud Awards

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Ian Moyse

Ian Moyse, Chief Revenue Officer of OneUp Sales was awarded the accolade of BESMA UK Sales Director of the year. In 2019 & 2020 was listed in the top 50 Sales Keynote speakers by Top Sales World. Ian has been a regular judge on the Women in Sales Awards (WISA), Top Sales Awards, BESMA and the UK Cloud Awards