The Best Sales Management Question
For the past few months, my right thumb has been troubling me. At first, I thought I had jammed it and figured the pain would recede.
No such luck.
A visit to a hand surgeon came next. He gave me a useless diagnosis (overuse) and a cortisone shot that yielded no change.
The pain persisted.
Next, I did what I probably should have done in the first place: Sit with our chiropractor, a man who would give Harry Potter a run for his wizardry prowess.
That led to a referral down the hall, a physical therapist named Cheryl. The first meeting was exploratory. I talked. She listened. She gave me some exercises and we set up another appointment in three days.
At that appointment, she joined me at the examination table, she opened with four powerful words:
What have we learned?
This is a question I often ask my coaching clients. It's one of the best sales management approaches to take when speaking to a new sales rep. It's also a question for a rep with 50 years’ experience, for we should all be constantly learning.
Owners and managers, I implore you to make this four-word question a staple in your sales meetings and one-on-ones. It fits with individual account updates, new prospect meetings, and sales call follow-ups. It encourages reps to find answers.
A rep's ability to answer this question uncovers skills deficiencies and starts conversations. It can lead to additional sales management opportunities. It can expose a lack of sales activity.
Like I said, it’s powerful. Use it.
Last month, Sales Vault members learned the best thing to say in a cold call, downloaded an introductory letter so good, it is copy written, and found out how to get their price without compromise. Join at SalesVault.pro or call Bill Farquharson at 781-934-7036 to learn more.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.