Many of us have avoided asking for access to the decision maker (and other stakeholders) because it felt weird.
I know I used to be uncomfortable with it because I felt somehow, I was accusing my contact of being insignificant.
Needless to say, I lost a lot of deals because of this!
Somewhere along the line I made 3 simple changes.
First, When I set the appointment, I started to ask;
Who else, besides yourself, should join us?
My results were better but then I made another change.
I’d suggest the categories of people who should attend.
The brain files things by category, so when we suggest a category, it helps the prospect think of people much faster.
Example:
Who else, besides yourself should join us. Perhaps some of your sales reps? Your regional sales managers? Your boss?
I asked that question, at the end of every meeting.
Why?
Because trust is earned over time and when I was setting the initial appointment, maybe they weren’t comfortable enough but;
A meeting or two in and they’re cool with it!
The other reason why I ask at the end of every meeting (even if I’ve been granted access), is because deals progress, and when deals progress, there might be a need for additional players.
We have a tendency to avoid things in sales that feel awkward but;
Maybe its a self inflicted awkwardness because we just didn’t know how to ask properly;
Like addressing the proverbial “elephant in the room” and asking the more difficult questions!
So that’s how I’ve been able to get more of the stakeholders into the room WITHOUT insulting my contact.
In short, I asked a BETTER question!
I created a list of 100 questions to help you gain control, respect and Close MORE Deals!
I’m going to be sending my list of 100 sales questions out to all who register for our upcoming How To Ask AWESOME Sales Questions webinar.
We’re also going to discuss;
- Six Questioning Mistakes That Cost You Business
- How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
Competitors Fail To Ask) - 100 Sales Questions To Jolt Your Selling Efforts
- Five Types Of Questions With Examples
- The One Type Of Question That Helps You Take Control
- The One Type Of Question That Dramatically Increases Your Credibility
- Three “Questioning Flight Plans” That Can Help You Get BETTER Results
- How To Create A Conversation Instead Of An Interrogation
When?
February 8th at 11:30 am EST.
Can’t Make It?
Sign up anyway and you’ll get the replay later that afternoon. View it at your leisure!
What Do You Get?
(1) 90 Minute Webinar With Action Based Tips and Tactics
Worksheets
Webinar Replay In Case You Can’t Make It or You’d Like To Go Back For Seconds
PDF With 100 Sales Questions
How Much?
$99
