For Future Sales, Ask About the Past
DURING EVERY SALES training session, I ask salespeople to write down the questions they ask on a regular basis, whether in a first-time sales call or when renewing an established relationship.
Without fail, about 90 percent of the questions we tally are about the present. For example:
•What are you currently doing?
•How many are you producing?
•How do you use this product/application?
•What vendor are you using?
•What do you like about them?
•Are you the decisionmaker?
•What are your biggest challenges?
•What can I do for you?
Only a few questions are about the future, and rarely do I collect any ...