Skill + Do
If selling is about listening, where does that put questions? Questions are the backbone of good selling, and a few solid best practices are not hard to master.
There’s no extraordinary skill needed to be a strong question-asker: combine your preparation skills with a strong dose of assertiveness and you’ll get what you need.
If you’re prepared with three or four, open-ended and strategic questions ahead of your meeting, you’ll be surprised at how assertive and direct you will become in your meetings.
Preparing your questions while you’re quiet and unrushed helps you think strategically about the holistic state of your progress on the account… and with that specific buyer.
What are the info gaps about the account you need to fill?
What type of personal commitment do you need from that buyer? ("Hey, can you introduce me to Bob?")
And what about obstacles or objections: "In your eyes, what might derail this deal?"
If you write your questions in your notebook before the meeting, the chances of you asking them goes up exponentially!
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Tomorrow - February 7
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"Umm, could you repeat that?"
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Today - February 6
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Pitch meeting management musts
Selling is a series of "one shot to make a good impression," so you must make the most out of your customer meetings. Even if you’ve seen this client a million times, create a meeting agenda!
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February 5
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No, no, no...you LOVE prospecting
Prospecting is about energy. Immense energy is needed to get started, but the energy produced by prospecting is limitless. Harnessing the energy needed to get started is easier than you think.
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February 4
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Buyers hold your pipeline truth
You look at some of your opps and know inherently they’re dead. So….cut bait. It’ll clear your head and allow you to focus on closing the opportunities in your pipeline that have a real chance.
“You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” Naguib Mahfouz
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