If you answered 𝗖, 𝟰𝟳 𝗺𝗶𝗻𝘂𝘁𝗲𝘀, 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:
𝗚 𝗖 𝗖 𝗧 𝗔 𝗕
𝗚 = 𝗚𝗼𝗮𝗹𝘀: What are your prospect's objectives?
𝗖 = 𝗖𝗵𝗮𝗹𝗹𝗲𝗻𝗴𝗲𝘀: What are their specific problems/needs?
𝗖 = 𝗖𝗼𝗻𝘀𝗲𝗾𝘂𝗲𝗻𝗰𝗲𝘀: What will happen if challenges aren't addressed?
𝗧 = 𝗧𝗶𝗺𝗲𝗹𝗶𝗻𝗲: When do they want to accomplish their goals?
𝗔 = 𝗔𝘂𝘁𝗵𝗼𝗿𝗶𝘁𝘆: Who are the decision makers?
𝗕 = 𝗕𝘂𝗱𝗴𝗲𝘁: 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 firstname.lastname@example.org