- Who came up with the phrase, “Buyers are liars”? They aren’t liars, they just don’t know what they want, yet.
- How can buyers follow a process if they don’t know how to buy? Buyers want to be led.
- Equipping your sales people with product and company knowledge prepares them to talk. How are you preparing your sales people to ask business ATL questions and listen for the right answers?
- Why do salespeople think a demo is the magic bullet to close the deal? Instead of just proposing the magic “demo” as the next step, get some clarity from the customer around the reason for the demo. By finding out more about their expectations of Educate or Validate, you will be able to define and be aligned with the desired outcome.
- Why do we spend so much time teaching qualification skills when dis-qualification skills are so much more important? The term is “give/GETS.”
- How come so many sales calls end with, “OK, so what do you see as a next step?” There goes control of that sale.
- Sales people are nervous about “going over the head” of their main contact. Do you ever wonder why they don’t have access to the C-Suite, the ATL buyer? You have to talk ATL talk to be invited to that party.
- When I ask a salesperson “How well do you know your ‘key’ prospect that is going to close this month/quarter?”, they say, “Very well.” So why don’t they know their prospect’s last year earnings and current year forecasted revenue goals? You got to know numbers.
- Salespeople hate prospecting. I hate baiting a hook, but it’s the only way to catch a fish.
- Buyers waste time and money when their evaluation process lingers. Salespeople contribute to this when they suggest, “Let’s talk next week” at the close of a good sales call. What’s wrong with this week? You’re wasting your prospect’s money.
- Fear stops most sales people from calling high. How do you overcome fears? Head-on usually is a good policy.
- The more you use the word “I” in your sales conversations, the less likely you will win the sale. The more you use the word “you,” the more likely the sale. What do you think?
- Why do all prospecting emails talk about you and your company? Buyers want to know you understand them before they find out more about you.
- Buyers don’t want to buy what you have. They are buying an outcome and they need to change what they are doing to achieve that outcome. Can you can help with that change?
- Where do you find energy in a sale? If you find the motivation and the cause for making a change, you will find energy.
Let your curiosity lead you to “ah ha” instead of “uh oh” moments as you build your sales skills!