From the course: Asking Great Sales Questions

Drive urgency to change

From the course: Asking Great Sales Questions

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Drive urgency to change

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- In the old hit TV show, "24", the lead character Jack Bauer was famous for his interrogation techniques. He had a limited amount of time, 24 hours, to prevent some worldwide disaster. So when he questioned the bad guys, he was aggressive to say the least. Unfortunately, in my years as an executive sales leader and coach, I found that salespeople can often adopt the same approach. Asking sales questions turns into an interrogation of epic proportions and leaves the prospect feeling as worked over as though they themselves had spent time with Jack Bauer. Yes, there's a fine line between asking effective sales questions versus this all intrusive interrogation approach. My name is Jeff Bloomfield and I've spent my entire career coaching and developing sales people. What I've found is like anything in life, the best sales people tend to do things in a very specific way and it always starts with the right mindset. If we truly understand that our role as a salesperson is to solve our customer's problems, we handle our sales questions as part of a larger business conversation rather than an interrogation. The goal in this course is to first help you understand the world through the lens of your customer. Then use questions to create connection, drive credibility, increase urgency, and confirm value clarity. This approach helps the prospect understand where the questions are leading and makes the questioning process seem more like part of a conversation for their benefit rather than that interrogation. What you will find if you follow the techniques in this course is that you will end up gathering more information than ever before, drive urgency to change, and develop lasting relationships with your prospects. Let's begin.

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