If you answered ๐, ๐ฐ๐ณ ๐บ๐ถ๐ป๐๐๐ฒ๐, you're correct. Researchers also found that only 13% of customers believe a salesperson can understand their needs. Maybe there's a correlation?
Too many people in sales still do not get it. It's about the customer, not you. How can you understand their true needs if you are doing all the talking. Great salespeople know how to ask the right questions that will uncover the 6 essential takeaways necessary to have a chance at selling a potential customer a solution. Here's what I use to help me stay on track for a productive sales call:
๐ ๐ ๐ ๐ง ๐ ๐
๐ = ๐๐ผ๐ฎ๐น๐: What are your prospect's objectives?
๐ = ๐๐ต๐ฎ๐น๐น๐ฒ๐ป๐ด๐ฒ๐: What are their specific problems/needs?
๐ = ๐๐ผ๐ป๐๐ฒ๐พ๐๐ฒ๐ป๐ฐ๐ฒ๐: What will happen if challenges aren't addressed?
๐ง = ๐ง๐ถ๐บ๐ฒ๐น๐ถ๐ป๐ฒ: When do they want to accomplish their goals?
๐ = ๐๐๐๐ต๐ผ๐ฟ๐ถ๐๐: Who are the decision makers?
๐ = ๐๐๐ฑ๐ด๐ฒ๐: How much money are they willing to invest?
If you're having trouble finding high-performing salespeople, or in need of building a sales team & structure for growth, please schedule a free consultation with me here on my website, or email me at dflynn@skyhawksales.com