Month 02 – Better Questions

The Completion Level of Your Training.


Week 1: 30 Minute Sales Meeting

Better Questions

One important skill to enhance profitable business, build long-term relationships and develop a lasting competitive advantage is a seller’s ability to ask the right questions.

The best questions identify problems, challenges, opportunities, desires, or risks and rewards that need to be solved.

The more sellers elevate their skills to design and ask better questions, the more sales they will make.

Download PDF: Better Questions

Week 2: 10 Minute Sales Huddle Energizer

If You Don’t Ask, The Competition Does

When’s the last time you had a joint sales ride or monitored phone calls in the call center?

You may find what we’ve found over the last thirty some years and to this day continue to see.

Sellers forget to ask for the sale.

Yes, that is shocking!

When asked “Why?” the primary answers were, “I didn’t want to hear a no.” “I didn’t sense they were ready.” Or “I guess I forgot.”

Whatever the reason, more sales happen when the seller asks for the order outright.

Sales HuddleEnergizer

Today ask your sellers to concentrate on asking for the sale.

Since they may be wary of hearing “no” help them to first ask a testing the water question.

Before you jump into a swimming pool, you test the temperature and adjust accordingly. Use the same philosophy as you proceed to close the deal and you are able to only ask for the decision when it’s clear you will hear a ‘yes”.

Testing the water questions are opinion and feeling questions like:

  • What would you recommend as our next steps?
  • How is this in alignment with achieving your goals?
  • What concerns or barriers, if any, are in the way of you moving forward?
  • What else do you need to know to reach your decision?
  • If you were to say yes, what would that look like for you?
  • What risks are involved in buying now?
  • How does this sound?
  • Does this solution meet your criteria?

Provide each seller with this list and ask sellers add to it.

Once it is evident they’re 99.9% sure they’ll get a yes — the customer will be asking to buy!

Download PDF:  If You Don’t Ask, The Competition Does

Week 3: Amazing Motivating Movie Clip

Are You Stuck?

This video is about a broken escalator. How can an escalator really be broken? It’s really just stuck. We all know stuck. Do you know Stuck has a sister, who is the complete opposite, named Stretch?

Stuck and Stretch’s mindsets are quite different. Often when you try to be like Stretch, Stuck’s voice is sounding in your head. Do your sellers ever find themselves staying on a broken escalator when there are truly other options? Most problems are easy to solve, if you get off the escalator.

Movie Link (1:53)

Motivational Discussion Questions (Select One)

  • What are our Broken Escalator situations? Brainstorm on solutions.
  • Think about something you have considered doing, something that would be a stretch,that would put you outside your comfort zone. What actions can you take to achieve the stretch?

Download PDF: Are You Stuck?

Week 4: 10 Minute Sales Huddle Energizer

Are You A 10?

If a marketing firm were to ask your seller’s customers to rate them on a scale of 1 — 10, “How likely is it that you would recommend (insert seller’s name) to a friend or colleague?” would your sellers score 9’s or 10’s and get the recommendation?

If not, they are vulnerable for take overs from your competition. Frederick F. Reichheldin his Harvard Business Review article, The One Number You Need to Grow, found that business is at risk if any customer answers anything below a 9.

That’s possibly how your sellers acquired some of their current accounts! The buyer wouldn’t have rated their previous seller a 9 or 10.

Customers are buying the seller as much as the experience of what the product and service does. Today there is a proliferation of products in the same space.

The competition is more likely to get an audience with your buyer when they are taken for granted or there is lack in the relation ship or product.

Be sure your sellers are a 10 at all times and there will be much less attrition.

Sales Huddle Energizer

Your sellers’ mission today is to communicate with each customer contact as if the marketing firm is going to call the buyer immediately after the sales call and ask the question:  “On a scale of 1 – 10, how likely is it that you would recommend (insert seller’s name) to a friend or colleague?”

Brainstorm with your team, what they can do differently to guarantee a 9 or a 10 rating.

At the end of the day ask your sellers what was different on today’s customer’s call for the marketing company to have gotten all 10’s!

Download PDF: Are you a 10?