The questions you ask your customers, clients, and prospects aren’t the most important questions. The most important sales questions are the ones you ask yourself. Whether you use a pre-call and/or post-call planner, the key is asking yourself, “What have I learned?”
Check-in With a Checklist
Budget 30–45 minutes at the end of your workweek to review your activities and consider opportunities for improvement.
• Review activities to repeat — Success is not luck; when results are favorable, ask yourself – what did I do and what can I repeat? Seneca, the first century Roman philosopher said, “Luck is what happens when preparation and opportunity meet.
• Identify areas to improve — The first step to improvement is identifying what needs improved. When I was a very young man, I was asked what I wanted to improve about myself. I answered that I hadn’t thought much about it. I was given the assignment of identifying three weaknesses I wanted to improve, jotting them on a slip of paper in my wallet, and looking at them daily. Years later, I consider these former weaknesses to be strengths.
After you’ve identified areas of improvement, consider the best method of improvement. Can you improve through self-help, or is a more experienced sales person or manager available to mentor? Does a vendor offer product knowledge or other help, and are classes on sales techniques called for?
7 most important sales questions ever
• What was my most successful activity last week and why?
• How can my successful activities be repeated?
• What, within my control, was my biggest time killer?
• What activity didn’t work and why?
• What do I need to stop doing?
• What do I need to improve?
• What’s my improvement plan?
If you ask yourself these seven questions every week, reflect, and act on them — you WILL improve your sales.