Depending on how well you know me, you may have heard this before – sales is simple: do they buy what I sell, do they need what I do, and do they have money to spend? SIMPLE
What I have never said is that sales is easy! Which is where my quote “just because it’s simple doesn’t make it easy” came from.
Although I’m sure you’ve heard this all before – today, ask yourself: how much of this do I really know about each & every deal I’m currently working on?
These are written for you, the salesperson, to ask yourself NOT what to call up and ask your prospect!
1. Do they have all three resources needed to make a change?
a. brainpower to think about the problem
b. time to do the work
c. money to spend on the “stuff” needed to do the work
2. What are they asking for?
3. What do they want to accomplish in the end?
4. Why do they think __________ is what they need?
5. What horrible things could/will happen if:
a. they do nothing
b. they do anything
6. If they choose to do something – when do they:
a. need information from you
b. plan to decide what to buy & who to buy it from
c. expect a PO to be to their vendor of choice
d. need delivery
7. What are they hoping you will do for them?
8. How are decisions made in their organization?
9. What criteria are being used to decide what to buy & who to buy it from?
10. Within the decision making process, who is going to have a problem with buying from you?
11. Why wouldn’t they buy from you?
Of course after you answer “how much of this do I really know about each & every deal I’m currently working on?” it’s time to create the customer facing questions you need to ask to find the missing pieces!