Skill + Do
Customers don’t intentionally offer generic and vague statements and answers to your questions. Just to be sure, your probing follow-up questions will always keep them honest.
You will undoubtedly come across and work with many customers who give you nothing! …information, that is. Insights. Guidance. Context.
You should be more on guard with those who talk too much and give away the store with little prompting. (Are they saying anything of value?)
Either way, you can’t be a true solution provider and partner to your customers if you don’t have the truth. Right now, you’re muttering, "I always get the truth…my customers tell me everything."
Do they?
There’s always more insights and truth to learn…and, of course, information is worth a lot in the sales game.
Assuming you feel you can get more from each client, ramp up your qualifying and probing. This skill is not about walking around with a hammer looking for nails, it’s about gentle, easy-going probing and question layering.
Today, go further with your customers. Ask smart and strategic questions…and then listen. What’s the worst that could happen?
-
Tomorrow - March 18
-
On this day, Bonnie Blair was born
-
Today - March 17
-
Know your product...sort of.
Read MoreGetting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.
-
March 15 - 16
-
Read More
Mindfulness/Self-care
-
March 14
-
On this day, Steph Curry
Read MoreTo be a top performer, study STUDS like Steph Curry. The engine for high performance is found in the preparation, practice, and repetition of the drills that need attention for game time.
"Replace judgment with curiosity." Lynn Nottage
Receive MySalesDay each morning in your inbox.
Receive MySalesDay each morning in your inbox.
- SKILL. DO. OOMPH.
- Each morning of the business week, you'll receive a 2-minute read summarizing a daily dose of selling best practices and inspiration.
- No spam
- At any time you wish to unsubscribe, email unsubscribe@mysalesday.io, and your inbox subscription will be canceled within 48 hours.
