My team closes 80% of our sales,
Because we sell like a bunch of rookies.
5 beginner questions that close deals:
Because we sell like a bunch of rookies.
5 beginner questions that close deals:
Steve Jobs loved the Zen concept of the "beginner's mind."
Beginners assume nothing.
They let curiosity take the lead.
My team sells the most expensive product in our space,
Yet consistently closes 8/10 bids by adopting a beginner's mindset.
The 5 simple questions we ask:
Beginners assume nothing.
They let curiosity take the lead.
My team sells the most expensive product in our space,
Yet consistently closes 8/10 bids by adopting a beginner's mindset.
The 5 simple questions we ask:
1/ Why are we talking?
There's a story behind every sales interaction you have.
Never assume you know what it is.
Most buyers are bombarded with requests from salespeople.
99.9% of them are ignored.
If you're talking, there's a reason why.
Always find out what it is.
There's a story behind every sales interaction you have.
Never assume you know what it is.
Most buyers are bombarded with requests from salespeople.
99.9% of them are ignored.
If you're talking, there's a reason why.
Always find out what it is.
If a prospective customer reached out to you, something prompted them to do it.
If you initiated the contact and they responded to it, there's a story there as well.
Uncover it.
The most powerful sales pitch is the one you don't have to make...
Because it already happened.
If you initiated the contact and they responded to it, there's a story there as well.
Uncover it.
The most powerful sales pitch is the one you don't have to make...
Because it already happened.
2/ Have they bought what we sell before?
If you're not closing deals, it's because you're failing at this step.
Don't worry...so are 98% of your competitors.
Mismatched expectations are the cause of all the world's problems.
Don't fall victim to them.
If you're not closing deals, it's because you're failing at this step.
Don't worry...so are 98% of your competitors.
Mismatched expectations are the cause of all the world's problems.
Don't fall victim to them.
If they've bought before,
There's a reason why they aren't buying from the previous vendor.
Find out why.
And listen closely to the answer.
They've got baggage...and expectations about product, process, and price.
The worst way to discover a land mine is by stepping on it.
There's a reason why they aren't buying from the previous vendor.
Find out why.
And listen closely to the answer.
They've got baggage...and expectations about product, process, and price.
The worst way to discover a land mine is by stepping on it.
If they haven't bought what you sell,
They have no idea what to expect.
But they *think* they do.
If you're not careful, those expectations will come back to bite you.
It's your job to get as much of that on the table up front.
Ask questions now,
Or pay the price later.
They have no idea what to expect.
But they *think* they do.
If you're not careful, those expectations will come back to bite you.
It's your job to get as much of that on the table up front.
Ask questions now,
Or pay the price later.
3/ What if we can't deliver on their expectations?
Raise your right hand and repeat after me:
"I promise to tell my prospects the truth, even if it costs me a sale."
Salespeople have a bad reputation for saying whatever they have to say to close a sale.
It's bad business.
Raise your right hand and repeat after me:
"I promise to tell my prospects the truth, even if it costs me a sale."
Salespeople have a bad reputation for saying whatever they have to say to close a sale.
It's bad business.
Once you've got expectations on the table, it's crucial that you address them honestly.
If you can't meet one, restate the expectation and ask if it's a deal killer.
The answer is rarely "yes."
But if it is, isn't it better to know that now?
Future you will thank current you.
If you can't meet one, restate the expectation and ask if it's a deal killer.
The answer is rarely "yes."
But if it is, isn't it better to know that now?
Future you will thank current you.
4/ How much are they willing to pay?
Here's where things get uncomfortable.
You've got to talk money.
My team sells a premium product.
When you buy from us, you pay 15-30% more.
If we don't talk budget at the start of the sales process,
We could be wasting everyone's time.
Here's where things get uncomfortable.
You've got to talk money.
My team sells a premium product.
When you buy from us, you pay 15-30% more.
If we don't talk budget at the start of the sales process,
We could be wasting everyone's time.
There are exceptions, but it costs most businesses money to produce a quote.
You can't afford to chase a bunch of work you'll never win.
Plus, it's defeating to do all the hard sales work only to lose on price weeks or months later.
You can't afford to chase a bunch of work you'll never win.
Plus, it's defeating to do all the hard sales work only to lose on price weeks or months later.
There are a number of ways to broach the subject,
But the easiest one is to simply ask:
"Can you give me an idea of what you'd expect to spend on this?"
If you've done your job so far, most prospects will be willing to share.
But they won't offer anything until you ask.
But the easiest one is to simply ask:
"Can you give me an idea of what you'd expect to spend on this?"
If you've done your job so far, most prospects will be willing to share.
But they won't offer anything until you ask.
5/ What's the process for making the buying decision?
We used to fire off quotes and...wait.
We had rare customers who quickly approved our bids.
But in most cases, we were in the dark.
We were bad at navigating our customer's decision making process,
So we fixed it.
We used to fire off quotes and...wait.
We had rare customers who quickly approved our bids.
But in most cases, we were in the dark.
We were bad at navigating our customer's decision making process,
So we fixed it.
The decision process involves who, how, what, and when:
- Who is included in the process
- How the decision gets made
- What criteria is used
- When a decision will get made
You can uncover all of it with a few, simple questions.
You never close deals if you stay in the dark.
- Who is included in the process
- How the decision gets made
- What criteria is used
- When a decision will get made
You can uncover all of it with a few, simple questions.
You never close deals if you stay in the dark.
If you want to close more sales,
Sell like a beginner.
Curiously seek to understand:
- Why the prospect is talking to you
- If they've bought what you sell before
- Where to go if expectations can't be met
- Their budget and price expectations
- How the decision gets made
Sell like a beginner.
Curiously seek to understand:
- Why the prospect is talking to you
- If they've bought what you sell before
- Where to go if expectations can't be met
- Their budget and price expectations
- How the decision gets made
Thanks for investing your time in my thread.
If it helped you, I'd be grateful if you'd:
β’Retweet the first tweet so others find it too
β’Follow me @wdmorrisjr β€ it encourages me to keep writing!
If it helped you, I'd be grateful if you'd:
β’Retweet the first tweet so others find it too
β’Follow me @wdmorrisjr β€ it encourages me to keep writing!
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