The 1 Question Your Sellers Should Ask But Probably Don’t
In the past few weeks I’ve spent a great deal of time with media companies focusing on questions that sellers should be asking and the way those questions should be asked. The key we discovered is this: give your sales team a couple versions of customer needs analysis questions and let them choose the most important ones as a team. This is a great way to insure the key questions your team thinks are important are being asked. Just as important, we discovered that sellers are not asking enough “confirmation” questions. This is something you may want to cover in a sales meeting because it is a dead giveaway that the seller did not do research before the call.
And now, the one question no one was asking, even successful veterans. Admittedly, it is not a question to be asked during the customer needs analysis, but later, if a sale is not made:
“Is there anything we did and shouldn’t have done, or didn’t do and should have done, that would have caused you to look at this differently?”
We strongly suggest every “No” gets the above as a follow up question (in person, via email, or even a card in the mail) for 2 reasons:
- Clients will be surprised they were asked for their input;
- Client feedback can be used to help sell the client next time.
While this isn’t rocket science, we see time and again that it is not being done. So if you are looking to give your team an edge, make sure any time they don’t close an “ask” that they do ask, “Is there anything we did and shouldn’t have done, or didn’t do and should have done, that would have caused you to look at this differently?”
And should you find yourself looking to give your team an even greater competitive edge, consider what people say about our training:
- “We just had the biggest week of writes since new ownership took over. Your work, insights and training were big contributors that helped us put over $250,000 on the books in 5 days. As usual, you way over delivered…thanks Mark.” Sales Manager
- “With Mark’s support and programs, I’ve grown from a $120,000 annual-billing, consultative seller, to a $700,000 Sr. AE.” Sr. Account Executive
- “Mark helped sellers close deals at 2-3 times higher investment levels than we usually pitch! Sellers are asking for more dollars, presenting proposals better, and “thinking bigger” because of Mark. He’s been a huge asset on the management side as well!” Sales Manager
- “One of the smartest things I ever did [as an owner & manager] was to connect with Mark. He’s provided invaluable tools to help me navigate business challenges, and my confidence level and decisiveness have increased. We’re never too old to learn.” Owner/Publisher
If you need lead generation and better relationships with your business community, let’s discuss:
Doing Business Better®
A highly informative 3 section seminar for your community business leaders with a surprising twist: no advertising or marketing is discussed and no rep may pitch anything or attendees are paid $500. But are there big sales opportunities? You bet!
- “Our attendees loved DBB! Here are a few comments we received: ‘EXCELLENT!!! Great use of my time, learned a lot. Best seminar on these topics I’ve ever attended.’ ‘Presenter was great. Thanks for speaking with us to Better Our Business.’ ‘Great presentation – would come to another!’ ‘Engaging & entertaining – would like Mark to come to my business for a future session.’ ‘Energetic and humorous. The session could have been all day long and well worth it.’ ‘Excellent program and resources! I will share these concepts and work to implement them as a boss.’ And Mark, we loved the money we wrote after DBB.” Sales Manager
Our involvement with your team could be just the thing you need to make 2017 a great year, but you won’t know for certain unless we talk. So please, give me a call and let’s talk!
Mark Levy, CRME, EOC
Revenue Development Resources®