Wednesday, August 24, 2011
Quick if you could only ask one question of your prospect before you demoed to them, what one question would you ask? Knowing their name might help. How big is their company is good. When they are planning to buy, not bad. What they need, very good. For me, it is one word. Why?
Why are we talking? If I don’t know why, I don’t know how. How to sell them a solution, heck, what solution they need. It is hard enough to get people to buy when you know everything. So why should answer many of the other questions you may have asked. If I ask why, they may tell me they are growing and need a new solution by the end of next quarter.
Evaluate your discovery questions and make sure you are getting to the why of the sales engagement.