Trying To Get Foot Back In The Door


Paul, What am I doing wrong? John and I met a few weeks ago to discuss his company's interest in my products. I felt like we really hit it off. We had a great meeting, he asked a lot of questions, and told me to call him in a few weeks after he got back from a conference. I have called him five times now, and he has not returned my calls! What do I do? Sincerely, Trying to Get Foot Back in The Door Dear Trying To Get Foot Back In The Door, You made a common mistake when you ended your business meeting with John. Instead of agreeing to call him "in a couple of weeks" you should have said something more specific like, "John, I am so glad we got to talk. So we don't play phone tag, … [Read more...]

Getting Squeezed on Price


See how "Getting Squeezed On Price" learns how to sell value and protect his hard-earned margins... Dear Paul, I am working on landing what could be a huge opportunity. But the buyer only wants to squeeze out any margins in order to get a lower price. I'm desperate to win this account because it means I'll hit my quota. I'm meeting with Susan the buyer this week. What do I do? Sincerely, Getting Squeezed on Price Dear Getting Squeezed on Price, I always say if you sell on price, you LOSE on price. As soon as someone cheaper comes along, Susan will not give you a second thought before cutting you loose. Instead of getting caught up in price wars, you need to steer Susan's … [Read more...]

Using Comparison Questions to Gain Customer Insight


The comparison question is a crucial part of your selling skills arsenal. It can open up several avenues to further the sales call discussion, such as events in your customer's past and hopes for his future. It can help you gain access to an organization's inner workings — uncovering conflicting interests among its employees. Here's how to change an ordinary question into a comparison question: Ordinary Question — "What are your goals?" Comparison Question — "What do you want to accomplish in the next twelve months compared to where you were one year ago." Unlocking an ordinary question into a full-blown comparison question gives you more to work with. Once you open those doors to your … [Read more...]

Getting Customers to Look toward a Future With You


VISION QUESTIONS prompt your customers to consider a positive future as a direct result of doing business with you. Vision questions help your customers discover how much better their business situations will improve -- once they implement your sales plan. Here's an example: If you could implement the changes we've discussed, how do you envision your job (or career) 5 years from now?" Vision questions unleash your customer's view of the future and make it clear what needs to be done to accomplish these goals. Vision questions open the door to how you, the salesperson, can be a vital part of your customer's solution. Vision questions enable your customer to sell himself on WHY he needs YOU … [Read more...]

Pack A Punch By Asking Impact Questions


Impact questions uncover your customer's motivations and sense of urgency — or lack thereof. Based on his response, you can quickly determine whether you've earned the right to start selling, or you need to find a different line of questioning to uncover his real needs, or realize it's time to walk away. Once he outlines his business problem, get to the heart of the matter: If this problem you've identified continues (without being corrected), what will the consequences be? An impact question like this can snap your customer out of his complacency, making him recognize the need for the positive change your solutions can bring. … [Read more...]