Six Golden Questions, winning sales people always ask
Six Golden Questions, winning sales people always ask
What is more important, not only do you win the sales, but you win them faster and without having to give the whole show away as a discount. The reason will become apparent.
* Who is the Decision Maker – Who makes the purchases at your company? You need to talk to the equivalent person or group at your client’s company! I have seen too many sales lost, or should I say not won, by not speaking to the guy who writes the checks.
* What is the Enablement Value – don’t tell your prospect what your product does, ask what your product would enable them to do and help them put a value on that! If you can’t get the client to express the value of ownership of your product or service, in their terms – you just become an annoying cost.
* What is the Timing of the Purchase – when do they need this by, what happens if they don’t get it by then, what will that cost them? If you go order a new car, it is due in 2 weeks just before you are going on a long journey – and it is late! – do you get upset? Well the key here is when and why will your prospect become upset if they did not have your product – because if it does not really matter that much, you will have problems parting them with their money.
* What is the effect of Organizational change – what would happen if people were to move jobs or roles would that change the decision process? Again this is about being prepared. I met a guy today who had spent six months working on a bid to a customer. The customer had agreed, they were about to sign the contracts and the customer got taken over – no sale. Could he have been prepared for that?
* What External Events could affect the sale – are there anything external to the company like large customers, their competitors or the economy that could change the decision process? Probably the most difficult to alter, but by knowing dependencies on external factors, could help you plan for change. In the most simplistic sense, a local filling station on the edge of a town, with a planned by-pass, might need to change their strategic direction.
* Who is the Competition – do you know and understand exactly what your competition could be offering and whom they are talking to? Probably the most overlooked and least prepared for competitor is called Inaction. A winning sales person will know the competition, including doing nothing and will mitigate, where possible against it.
By always asking these six questions, you will increase your chances of success hugely. You may not win every time, but at least your profits will be substantially up.
Six Golden Questions winning sales people always ask - To learn more about this author, visit Peter Lawless's Website.
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I have kept this article short and sweet. Just ask yourself these questions or your sales people in relation to each opportunity they are pursuing. They should know the answers. If they don’t go find them – they are the key to winning sales.
What is more important, not only do you win the sales, but you win them faster and without having to give the whole show away as a discount. The reason will become apparent.
* Who is the Decision Maker – Who makes the purchases at your company? You need to talk to the equivalent person or group at your client’s company! I have seen too many sales lost, or should I say not won, by not speaking to the guy who writes the checks.
* What is the Enablement Value – don’t tell your prospect what your product does, ask what your product would enable them to do and help them put a value on that! If you can’t get the client to express the value of ownership of your product or service, in their terms – you just become an annoying cost.
* What is the Timing of the Purchase – when do they need this by, what happens if they don’t get it by then, what will that cost them? If you go order a new car, it is due in 2 weeks just before you are going on a long journey – and it is late! – do you get upset? Well the key here is when and why will your prospect become upset if they did not have your product – because if it does not really matter that much, you will have problems parting them with their money.
* What is the effect of Organizational change – what would happen if people were to move jobs or roles would that change the decision process? Again this is about being prepared. I met a guy today who had spent six months working on a bid to a customer. The customer had agreed, they were about to sign the contracts and the customer got taken over – no sale. Could he have been prepared for that?
* What External Events could affect the sale – are there anything external to the company like large customers, their competitors or the economy that could change the decision process? Probably the most difficult to alter, but by knowing dependencies on external factors, could help you plan for change. In the most simplistic sense, a local filling station on the edge of a town, with a planned by-pass, might need to change their strategic direction.
* Who is the Competition – do you know and understand exactly what your competition could be offering and whom they are talking to? Probably the most overlooked and least prepared for competitor is called Inaction. A winning sales person will know the competition, including doing nothing and will mitigate, where possible against it.
By always asking these six questions, you will increase your chances of success hugely. You may not win every time, but at least your profits will be substantially up.
Six Golden Questions winning sales people always ask - To learn more about this author, visit Peter Lawless's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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