I am always impressed when a board member asks a simple open-ended question and the answer is not forthcoming. Sometimes the simpler the question, the harder the answer. Not because the questioner is actually smarter, but often they have less at stake, and are removed from the details. Here are 4 simple questions that can increase your focus and close rate:
- Why are you talking to us?
- Who else are you looking at?
- What is your budget?
- What are the implications if you do nothing?
The first one although sometimes obvious, amazingly sometimes never gets asked. Especially early in the sales cycle – too many times assumptions are made and people start trying to convince the prospect, and sell the prospect, before listening effectively. This is chronic in organizations that have effective telesales teams, setting up “discovery calls” for the more experienced sales guys. Ideally this should be answered before…
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