SOS - Save Our Sales rep

 

When working with prospects/clients, you have the right to ask the tough questions:

• What criteria will drive your decision?
• How is this kind of decision typically made in your organization?
• What budget have you set aside for this project?
• Who is typically involved in decisions like this?
• What are the bottom-line consequences of not making this decision?

Failure to ask these questions graciously is one of the reasons so many sales professionals are in trouble. And it’s one of the big reasons sales forecasts are so far off. As a sales executive, ask yourself which questions your team are failing to ask.

Bottom Line: Start asking the tough questions, graciously, and see the difference.

 

 

This entry was posted on Friday, June 9th, 2006 at 10:32 am and is filed under Advice, Sales Myth, How To. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.