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Sales Coaches

Asking Confirming Questions

This step leads back to the first blog on this topic…assessing versus assuming.

Confirming questions solidify what was discussed and even decided, by asking a question that removed any doubt. As an example, a salesperson is working with a customer and asks them if there is anyone else who wants to participate in the project…as a way of identifying the decision-maker. The customer says, “I make the decisions about furniture.”

We all know that there are several elements to consider in making…

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Asking Clarifying Questions

Where assuming can bite you is when you are sure you know what the other person wants or means without really knowing... either because they haven’t fully offered that information, or because you haven’t asked enough questions to have enough information.

Ask questions that MAKE you sure you know what they mean: “Can you be more specific?” “Can you describe that to me in more detail?” “Can you tell me what that would look like to you?”

Don’t be afraid to slow things down so you can be sure…

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Asking Forwarding Questions

As one of my teachers, Sharon Drew Morgen said: “The person who is asking the questions is the person who is leading the conversation.” And she was right.

Questions keep the volley going and answering them without asking another question ends the volley. After answering a question, ask another one, like: “What is important to you about that?”

All questions don’t require an immediate answer in response. Ask a question in response, like “Can you tell me more about that?”

Consider that …

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Assessing versus Assuming

Assess OR Assume…you can’t do both.

And the only way you know which one you are currently doing is…drumroll, please…you are asking questions with only ONE of them: Assessing. Assessing means asking questions, not knowing and looking for evidence, but asking in order to know.

Asking questions is a skill. Every sales professional needs to see it as a skill to develop FOREVER because the customer buying process changes, the marketplace evolves, and the desire and ability to learn more and do …

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Who should Summarize?

In the same way that sketching the room is a multi-purpose tool and skill, I assert that summarizing will be, too. And they both need to be practiced into second nature by everyone on the sales team.

The sales professional.
In the earlier posts, I itemized the situations that would benefit from summarizing. For the salesperson, this will be a skill to be practiced and to keep front of mind. It may need to be mentioned in the daily huddle – with some successes from the previous day and some v…

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When to Summarize?

With this new skill of summarizing, it is helpful to know when to use it. As you read this, put yourself in your most recent ineffective sales interaction…and by ineffective, I mean that you did not produce a sale or an appointment. Without defense or blame, let’s explore if any of these things happened and if a different outcome might have been achieved if you had summarized.

Did you or the customer get distracted, confused, or overwhelmed? It’s easy to do when there are a lot of details …

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Why Summarize?

Summarizing is a fairly new concept for me to work with, so bear with me as I share my initial and inchoate understanding of this valuable tool…so enjoy and use what I know now and please stay tuned for more as I continue to learn what this tool will create and accomplish.

What does summarizing and recapping bring to the sales interaction? Why should we do this?

For both the salesperson and the client/customer it manages distractions. It’s easy to go off on a tangent or to start adding mo…

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It’s not my job….Resist being resistant

In the showroom world, it’s understandable that sales associates will rely on incoming traffic for their business. After all, if they wanted to do outreach, they would be outside salespeople, right?!
Maybe.

Whether inside or outside, the role of a salesperson is to generate sales for the showroom and for themselves. The more flexible and innovative the salesperson is with HOW that achievement is executed, the more consistently their goal will be achieved. This is because they are not tethered t…

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Cold call, warm call, hot call…what is it? Go with the easy ones first

Outreach occurs on an ominous note because we collapse outreach with cold calls…which many salespeople fear and despise…and consequently, aren’t very good at…so the cycle never gets broken and the perspective continues.
If you see the relevance and value of outreach but don’t have much experience with it, the fear and resistance are understandable. So, let’s start with the easy stuff…hot and warm calls.

Hot calls are those customers who are actively looking, and you happened to connect wit…

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Why wait?

As traffic begins to slow in both retail and trade showrooms and we look to satisfy our commitment to making goal NO MATTER WHAT…we find that relying solely on the door is not a good strategy for achievement.

Relying on the door is a waiting game. And it puts all the eggs in one basket… and it’s not a sturdy basket. It may seem easier to just wait and see what happens, right? But what if the traffic is insufficient to make your goal at your current performance levels? Then what? Can you affo…

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