DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
As a sales manager, your role is broad. You have to ensure your sellers are focused with all their activities and you’re responsible for everyone hitting their numbers. You don’t want to micromanage, but you need to be able to help and lead your team efficiently. Keeping your team on track with real sales and away from wasting their time with dead-ends is one aspect of being a great manager. You're likely tracking and measuring a significant number of KPIs already, but when you’re helping your team assess specific opportunities, how do you start a productive conversation? The foundation of sales coaching is about asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time. So, what questions should you be asking your team to ensure they are focused on opportunities that are worthwhile and qualified?
As a professional salesperson, a common challenge is creating a sense of urgency with your prospects and customers. Creating a sense of urgency without appearing aggressive or pushy is a learned skill based on conducting good discovery, understanding the needs of the prospect, and asking the right questions of the right people throughout your sales process. Urgency gives your prospects a reason to move forward and overcome inaction. You need to help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible.
Getting a prospect on the phone or receiving a reply to an email is a common challenge among salespeople. However, it doesn’t have to be.
Asking the wrong questions can get you the wrong response.
When you’re a seller, it’s imperative you make the most out of every interaction you have with a prospect. That’s why it’s so important to ask questions in each and every meeting.
Selling right means asking the right questions. This is the single most important sales tip I’ve taken away from the digital world. It’s not just about asking, it’s about learning to listen and interpret the answers.