Customer Focused Questions (video)

Today I have to share one of my biggest pet peeves I hear when listening to telesales calls.
I’m here to talk about the use of sales bullpen questions with your prospects.

Your manger asks you “where’s that PO the deal is in your forecast?”

And YOU, the salesperson call and say “hey, where’s my PO? My manager is asking about it.”

How self serving CAN YOU GET?

That comes across like an internal memo leaked to the press. It might be true, but isn’t packaged for public consumption.

Please view the internal question as the RESULT you’re trying to achieve NOT what you’re going to ask.

Instead, translate that result into a customer facing question. Need a few examples?

• John, I know that project was scheduled to start in a couple weeks – I’m starting to get concerned about being able to meet your deadline …

• Betty, when we had spoken about your purchasing process it seemed like I should have received the PO buy now – is there something I forgot?

• Ralph, with projects like this – timeframes typically are fluid, can we go over where you are now and what the current dates are?

Although I used “where’s that PO the deal is in your forecast?” as my example – this idea goes for any sales bullpen questions you may be asked – by your sales manager, your cube mates, or a product manager.

In your head – remember that question is the result – translate into customer facing language.

If you can’t DON’T CALL, ask the person looking for the result to help you craft the right question to ask.

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