Sales Call: Did You Ask Why?
When you go on a sales call your job is simple. It is to actively listen and learn. You are to be a creative problem solver. Your job is to ask deep questions that are open ended in nature.
This week, I am giving you some tangible questions to ask on a sales call. These are only some of the many questions I like salespeople to ask or be thinking of on a sales call.
By the way, in case you missed it, here is a link to last week’s PI video that will help you perform better when you are not asking questions. This week, work on asking these questions and watch how much more you learn. So here it goes and I hope this proves helpful to you in trying to land new business.
- Ask open-ended questions (who, what, where, when, why, how, how much, tell me about it, describe for me).
- Ask about the corporate structure. Culture. Decision-making process.
- Ask about the contact’s role at the company. Who else do you need to know?
- Ask what risks they perceive in choosing new printing partners.
- Ask what their biggest business problem is and/or what they need solved.
- Ask what things their current print partner does the best.
- Ask what they have on their wish list that could be done better.
- Ask how rapid changes in our world are affecting their marketing plans.
- Ask "what if?" questions. Hypothetical.
- Ask "what is our next step?"
So, there you go. These are a few questions you can tuck away and use—or make your own—and thus gather more information on your sales call. As I always tell a salesperson, if they don’t ask good questions, they often do not learn much and spend their time talking instead of listening. Thus, I tell the salesperson...I know as much about the sales call and I did not even go. I encourage you to be strategic this week in your sales calls. #MakeItHappen
Ryan T. Sauers has spent nearly 30 years running, leading or consulting with printing, graphics, promotional and visual communications-related organizations. Sauers is CEO of two companies, Sauers Consulting Strategies LLC and End Resultz Inc. that among other things, owns magazines and is a media firm. Key areas of focus of the firms include sales training, marketing strategy, personal branding, leadership development and organizational change.
Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMOs globally and achieved the top designation of Certified Marketing Executive through Sales and Marketing Executives International.
Sauers is an adjunct university professor teaching leadership and communication courses to current and aspiring leaders. He is a Certified Myers Briggs, DiSC and Emotional Intelligence Practitioner (one of few in the U.S. to achieve all three rigorous certifications related to human communications, personality and behavior).
Sauers has completed his doctoral-level coursework in Organizational Leadership and is now (ABD - All But Dissertation) working on his dissertation on why some entrepreneurs and small businesses achieve initial and long-term success, whereas countless others do not.
Sauers is the host of the Marketing Matters radio show in Atlanta that later becomes a global podcast. He also is the host of the Community Connections TV show that comes out in video and podcast form. Sauers is the author of the best-selling books, Everyone is in Sales, and Would You Buy from You? More info at RyanSauers.com or call (678) 825-2049 or email Ryan@RyanSauers.com