The most successful salespeople I know are always ruminating about deals they have in the works. They have a command of all the details of every sales opportunity and let them tumble around in the back of their mind. Day and night. Their minds don’t have an “on/off” switch.
What are they thinking about? They are thinking and planning the next step they can take with each of their qualified prospects that will help them quickly gather the information they need to make an informed purchase decision. What can they do that will help prospect cross the finish line?
Here is a checklist of three essential sales questions that you should ask yourself every day about each of the qualified sales opportunities that you are currently working on.
1. What can I do for the customer right now, this minute, today, that will have the maximum sales impact in the least time possible?
2. What can I do today that will deliver value to the customer and differentiate my company and product from the competition?
3. What information does the customer still require from me in order to make an informed purchase decision in the least time possible?
Successful selling requires creativity and flexibility to adapt strategies and tactics to real-time, ever-changing conditions.
It’s only logical that the completion of each step in a customer’s buying process changes their requirements and decision criteria moving forward. The prospect takes what they have learned from you and your competitors and factors that into their calculations – and therefore that necessarily changes what you need to do to effectively sell and win the business. If you consider buying and selling cycles as static processes that proceed in lock-step fashion, you’ll likely lose out to the sales person who recognizes the vagaries of those cycles.
That is why you need to ask yourself these three questions every day about every prospect. Situations change and you need to factor those changes into your account plan. Salespeople who turn off their “sales brain” at the end of the workday when they leave work for the day, probably won’t notice these dynamic changes.
Keep sales opportunities percolating about in your mind. And, ask yourself the three essential questions every day about every prospect. It is an absolutely effective method to ensure that your sales strategies are fresh and responsive to the requirements of your prospect.