Question Yourself
You have undoubtedly been trained in the art of asking your clients questions to determine their needs, wants and desires.
But have you learned the art of questioning yourself?
It takes courage to admit you can be a better sales person, and confidence to ask the questions necessary to improve your performance.
All learning springs from answering questions. At ENS Media Inc, we have two sets of questions account executives can ask themselves to increase their sales.
The first set of four questions dramatically reduces account attrition rates and builds your brand as a marketing professional. Set aside time every month to ask yourself these four questions on every account;
1.) What is the last Valid Business Contact I had with the client?
2.) When?
3.) What is the next Valid Business Contact I’m planning?
4.) When?
If the answer to questions two or four is “longer than 30 days”, the account may be in jeopardy.
A ‘Valid Business Contact’ is defined as any contact which benefits the client. It may be a lead, a valuable piece of information, a new idea to help grow their business or any other contact that positions you as a partner in their growth.
Our second set is three questions designed to improve your performance after every single contact you make, be it in person, online, in writing or by phone.
After every contact, ask yourself these three questions;
1.) What went well? Then plan to repeat what went well as often as possible.
2.) What did I miss or forget to do? In spite of all of our pre-call planning, the pressure we feel during a client contact can cause us to forget key points. Identify what you’ve missed on each call, and focus on not missing them again.
3.) What can I do better next time? There is always room for improvement. The reason employers want ‘experienced’ people, is because each experience can teach us how to be better at the next experience.
So, when you think of where questioning skills fit into the sales process, don’t forget to ask yourself these two sets of questions.
But have you learned the art of questioning yourself?
It takes courage to admit you can be a better sales person, and confidence to ask the questions necessary to improve your performance.
All learning springs from answering questions. At ENS Media Inc, we have two sets of questions account executives can ask themselves to increase their sales.
The first set of four questions dramatically reduces account attrition rates and builds your brand as a marketing professional. Set aside time every month to ask yourself these four questions on every account;
1.) What is the last Valid Business Contact I had with the client?
2.) When?
3.) What is the next Valid Business Contact I’m planning?
4.) When?
If the answer to questions two or four is “longer than 30 days”, the account may be in jeopardy.
A ‘Valid Business Contact’ is defined as any contact which benefits the client. It may be a lead, a valuable piece of information, a new idea to help grow their business or any other contact that positions you as a partner in their growth.
Our second set is three questions designed to improve your performance after every single contact you make, be it in person, online, in writing or by phone.
After every contact, ask yourself these three questions;
1.) What went well? Then plan to repeat what went well as often as possible.
2.) What did I miss or forget to do? In spite of all of our pre-call planning, the pressure we feel during a client contact can cause us to forget key points. Identify what you’ve missed on each call, and focus on not missing them again.
3.) What can I do better next time? There is always room for improvement. The reason employers want ‘experienced’ people, is because each experience can teach us how to be better at the next experience.
So, when you think of where questioning skills fit into the sales process, don’t forget to ask yourself these two sets of questions.