They Ask, You Answer, 2nd Edition

40 The Selling 7, Video 1 The 80 Percent Video

If you ask sales teams what percentage of the questions they hear on a sales call are exactly the same from call to call, the vast majority will give you a number between 70 and 90 percent. That’s because sales teams answer the same questions over and over again, day in and day out. And it can get pretty old.

Ask any sales professional, “What are the questions you are commonly asked that tell you a prospect is clearly not ready to buy?”

They will recite an extensive catalog of those questions. Anyone who has been in sales for any period of time understands this all too well.

But what would happen if, every time you had a sales call, not only did your prospect already know the answer to those too-common questions, but had seen it, heard it, and learned it from you? Yep, the sales appointment would be dramatically more productive. And not just more productive, but much shorter, too.

Now, instead of spending so much time answering universal questions, you could address your prospect’s specific questions that are unique to their needs and circumstances. You also wouldn’t have to spend nearly as much time building relationships of trust on the front end of the appointment because it will have been established long before you shake the prospect’s hand.

This is exactly why the 80 percent video is so imperative for sales success.

Putting It into Action

The 80 percent video process is simple:

• Brainstorm a list of the most important products ...