The Harder the Questions; The Easier the Sale

The Harder the Questions; The Easier the Sale

Have you ever left a sales appointment and wished you had said something else? Or have you ever debriefed a sales rep’s call and find they didn’t ask the next logical question, and now critical information is missing?

Unfortunately, it’s a common problem. Most salespeople don’t ask enough questions.

Let’s examine some statistics. Only 11%* of salespeople ask the next, most important question when necessary. Further, the typical questions most salespeople ask are garden-variety ones; surface questions that are easily answered. Salespeople tend to accept too much at face value.

When the prospect says something like “This sounds great. Send me a proposal […]

Adapt or Die

Adapt or Die

I recently spent two days with about 40 sales leaders from across the country who primarily lead outside sales teams. It was exhilarating, intense, fun and, yes, I was exhausted!

Our theme was “Adapt or Die.” And for sales leaders this can be difficult – for they have tried and true ways of doing things.

Generally, sales managers come from the ranks of the sales staff. They know what worked for them when they were in the trenches. But, guess what? The marketplace, the people being hired, and the technology are no longer the same and will continue to change into the […]