Tracking deals on the forecast is important part of any sales role. But, so is managing your sales effectiveness. Managing your selling effectiveness presents some challenges, because it tests your understanding of the softer skills and your ability to adjust to different selling scenarios. The payoff potential is huge!
Sample QBS Coaching Questions:
Q: What are you doing to leverage curiosity throughout the sales process?
Q: What’s your strategy for causing prospects to “want to” share information with someone they don’t yet know or trust?
Q: If the decision comes down to a virtual tie, what makes you different than your competition?
Q: How have you adjusted your sales approach given that prospects and customers are increasingly more standoffishness toward vendors?
Q: What are you doing to increase the prospect’s sense of urgency for moving forward?
For many years, our sales culture has put way too much emphasis on asking lots of questions, as opposed to giving salespeople a clear strategy for what causes prospective customers to “want to” share with someone they don’t yet know or trust.
It’s simple, really. If someone doesn’t want to share with you, it doesn’t matter what questions you ask. On the other hand, as they become more curious and begin to pereive greater value, facilitating productive conversation with potential customers is not difficult at all.