We’ve been exploring about how to deal with change, and in that context I want to ask you this: What does your approach look like? Specifically, what questions are you asking in your sales process?
Are the questions you ask getting you the desired answers? Are you getting information, or are you actually getting an understanding of where the customer is coming from?
Because that’s the difference between just getting data, and actually knowing the motivations they have.
What do those questions sound like? How do you ask them? Because you might need to enhance them slightly. Because we don’t want to ask a question without a purpose.
If you’re getting a bunch of information, but it’s irrelevant, then re-evaluate. Reassess your approach.
If I challenged you and said you cannot go out on a sales call unless you’ve got 20 solid, impact questions, the answers to which you are going to use to build your case, could you do it?
This is not just a good idea, it’s an absolute strategy you need to pursue.