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Companies are running
so fast in an attempt to catch up on their sales numbers that they aren’t aware
of the blinders they’ve developed which are obstructing their view of the fuller
picture when it comes to selling and driving the right sales activity, especially
the deeper level of questioning and discovery every salesperson needs to engage
Sure, you can ask your prospects the more
generic questions about the current products, services, solutions and venders
they currently use. But what about the questions that facilitate a buying
decision; the tougher questions that help you better understand if this prospect
is, in fact, even qualified to buy from you now, in the near future or ever? Delivering
a recent seminar to a senior team of sales professionals reinforced how most
salespeople, regardless of how experienced or seasoned, are still stepping over
the additional questions I’m suggesting we need to ask.
I’m referring to questions that uncover:
- A deeper understanding of how they buy,
- How they make decisions,
- The internal workings of the company,
- The people and egos involved,
- The process they are going to go through
when they hang up the phone with you or end the meeting and then attempt to
solve the problem or find a new solution on their own using the resources or
venders they currently have,
- The concerns or roadblocks that you could
encounter down the road that would stall or destroy the potential for a sale,
- The timely and relevant issues that are
going on internally,
- The overall mood of the company and its
leaders, and so on.
Here’s a tip from your coach: Low closing
percentages = a misalignment in who you should be presenting to and following
up with in the first place.
If you don’t have the answers to these
questions, you’re robbing yourself of the opportunity to enjoy the certainty
and peace of mind that comes from utilizing a formulaic approach to selling.
After all, if you define
it, you can then refine it.
So, if you’re ever wondering why you or
other salespeople fall into what’s known as a ‘sales slump,’ here’s the main
cause of that. They aren’t honoring their sales process by the numbers and as
such, those who continue to ‘wing it’ as their overall selling strategy are
destined to experience the ups and downs in performance and in their stress
level, as well as the waning sense of satisfaction and confidence that’s sure
to follow in its wake when this amount of ambiguity and uncertainly is present.
In this podcast, I detail several critical questions
you need to answer that will enable you to uncover the gaps in your data pool
that in turn, will help refine your overall approach to how you prospect and
sell and the measurable effort that’s required for you to do so successfully.
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