Killer Sales Question #6

I’ve worked sales cycles where at various points it has been tough to get a sense of where we stand. My prospects have been a little coy and thinking they are playing the vendor / customer game (whatever that is!). They think they will somehow give away a negotiating stance (or maybe something else) if … Read moreKiller Sales Question #6

Killer Sales Question #5

It’s always nice when you can displace your competition.  It feels good!  Sales people are often paid more on an order when they replace a competitor and there are always accolades internally for sales people that do this. However there is a danger that you will be used as a lever by the customer to … Read moreKiller Sales Question #5

Killer Sales Question #4

Every market has its jargon and buzzwords. They usually start in the marketing department, get picked up by sales, then journalists and before you know it your customers are using them. The trouble is that if you ask 10 people to define a given buzzword, you’ll get 10 different answers, at least! This is dangerous … Read moreKiller Sales Question #4

Killer Sales Question #3

Ever struggled to figure out the steps it takes for your prospect to give you a PO? Do you find that a lot people just aren’t comfortable telling you this? If so you are not alone.  However, the question below almost always gives you the most complete answer. Once you know the target “go live” … Read moreKiller Sales Question #3

Killer Sales Question #2

This is not strictly a question but it works like one.  When your prospect first tells you something that is important to them, they will often give you something short and succinct. But you need to find out more! Even if you think you know what they are talking about, lean forward and simply say … Read moreKiller Sales Question #2

Killer Sales Question #1

Here is a question that almost always gets interesting answers. During a sales call, towards the end of my discovery questions I ask this…. “What else should I have asked you that I haven’t?” It’s so simple but very effective. Here’s why… About 40% to 50% of the time my prospect will actually remark what … Read moreKiller Sales Question #1