10/9/2024-How serious is your customer?

Yes, CRM work can be tedious. Updating the close date box, revising the contract value, amending the KPIs…blah blah blah…!

Don’t let the tactical requirements of pipeline management detract from the one question you need to answer…

"How serious is this account?" (And of course, how serious are the KDMs?)

Yes, data is important…pipeline intel can certainly help you be more strategic.

But sales is not just a data game, it’s about observing signals. And there’s no better way to test signals than to strip everything down and ask simple, direct questions.

Today when talking to your customers – no matter the stage of your courtship – ask them these questions,

1. Hey…how serious are you about doing a deal with us?

2. What can I do to make you more serious than where you are right now?

Those who continually occupy a spot in the TOP 10% ask those questions frequently. Realize the above dialogue is most effective when you’re dealing with a prospect in real-time…email is not the mode to use for direct, qualifying questions like those.

Today…be brazen. Be direct.

If you can nail your pipe like Shaun White masters his, you’ll frequently be in the TOP 10%.

Watch Shaun’s snowboarding performance in this X-Games SuperPipe event and you’ll want to match his genius with skillful revenue-projecting skills.

(This guy is crazy athletic!)