Most sales opportunities begin when you successfully navigate to the “right person” within an account, pique their interest, and then schedule a time to meet.
But, clients are now being inundated with vendor salespeople all trying to schedule “a meeting” with key decision makers. The fact that sales calls are often wastes of time causes customers to be les eager to meet with the next caller.
To avoid being lumped into the parade of sales callers, Instead of asking for a standard meeting, ask to get in front of a whiteboard. Here’s how it sounds:
Salesperson: “Mr. Customer, given that you are looking to improve productivity, secure your infrastructure, and roll out two new applications by the end of the year, would it makes sense to set up a time when all the key people who need to be involved in the decision can get together in front of a white board, roll up our sleeves and have a more in-depth conversation about what you are trying to accomplish and how would be able to provide value?”
Everybody in sales asks for meetings, and true to form, these vendor meetings often end up wasting the customer’s time. Instead, next time, when you ask someone if it makes sense to sit down and roll up our sleeves” on a project, the message being commutated is that important topics will be discussed and real work will get done. Sounding purposeful is much different than cold calling and simply asking for appointments.
![qbstips[1]](http://www.qbsresearch.com/picts/NewImplementationTips_E3E5/qbstips1.gif "qbstips[1]")
Question Based Selling doe required individual salespeople and entire sales teams to understand the logic between the logic you will use going forward, versus much of the outdated training material that has plagued traditional sales approaches for the last 30+ years.
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