2 Great New Year's Questions for Your Clients
by Mike Brooks | Jan. 25, 2013
Copyright (c) 2012 Mr. Inside Sales
Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you're not alone. Most company's management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department, and everywhere else. You can probably feel it in your company, too.
As you speak with your clients and prospects this week, realize that they are all feeling this pressure as well. While this may seem like a bad thing, it can actually present a great opening for you. Here's how I handle the companies and contacts I speak with this month:
After talking briefly about the holidays and new year's celebration, I always start with question number one -
"So ________, what are the top 3 initiatives for your department has this year?" Then I hit mute and take notes.
If they need a little help here, I use layering questions like:
"And what was your revenue like last year?" Or
"What percentage increase are you asked to produce this year?" Or
"What are you doing differently to accomplish this?"
"What do you think is most needed for you to succeed at that?"
After I've listened and asked layering questions and taken notes on the three initiatives, I ask the second question -
"And how can I help you accomplish that?"
Once again, I hit the mute button and take notes. If I get an, "Ah, I don't know," then I once again use layering questions like:
"Have you heard of my new automated Core Inside Selling Skills Webinar Program?" Or I ask a good assumptive question like:
"How much of a budget do you have per quarter for sales training?" Or,
"How big of a role do you think increased sales training is going to play?" Or,
"If you could wave a magic wand and get three resources to help you accomplish your goals, what would they be?"
Now I'm sure you can come up with a few of your own questions here, but you get the idea. The point is to ask questions and LISTEN to your prospect's response. Remember, your clients and prospects have all the information you need to make a sale, and they will almost always tell you IF YOU ASK QUESTIONS AND LISTEN TO THEIR RESPONSES. This is where your mute button comes in.
About Mike Brooks
Mike Brooks is founder and principle of Mr. Inside Sales, a Los Angeles based inside sales consulting and training firm, and author of the award winning books on inside sales: "The Real Secrets of the Top 20%," and his new book, "The Ultimate Book of Phone Scripts." For more information, visit his website:http://mrinsidesales.com/
About Chia-Li Chien
Chia-Li Chien, CFP®, CRPC, PMP; Chia-Li “like JOLLY,” Succession Strategist of Value Growth Institute, dedicated to helping private business owners increase their company equity value. She is the award-winning author of the books Show Me The Money and Work toward Reward and a faculty of the American Management Association. Her blog and newsletter was named a Top Small Business Resource by the New York Times You’re the Boss blog. Contact her at firstname.lastname@example.org or (704) 268-9378 .