{"id":129,"date":"2010-10-05T17:50:16","date_gmt":"2010-10-05T17:50:16","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2010\/10\/5\/135016.html"},"modified":"2010-10-05T17:50:16","modified_gmt":"2010-10-05T17:50:16","slug":"question-yourself","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/question-yourself\/","title":{"rendered":"Question Yourself"},"content":{"rendered":"<p><font face=\"Arial\"><b><span style=\"font-size: 18pt\">Question Yourself<\/span><\/b><\/font><\/p>\n<div><font face=\"Arial\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; You have undoubtedly been trained in the art of asking your clients questions to determine their needs, wants and desires.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; But have you learned the art of questioning yourself?<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; It takes courage to admit you can be a better sales person, and confidence to ask the questions necessary to improve your performance. <br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; All learning springs from answering questions. At ENS Media Inc, we have two sets of questions account executives can ask <i>themselves<\/i> to increase their sales.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 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;<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 1.) What is the last Valid Business Contact I had with the client?<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 2.) When?<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 3.) What is the next Valid Business Contact I&rsquo;m planning?<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 4.) When?<br \/>\n<span style=\"color: black\">&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; If the answer to questions two or four is &ldquo;longer than 30 days&rdquo;, the account<\/span> may be in jeopardy. <br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; A &lsquo;Valid Business Contact&rsquo; 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&nbsp; that positions you as a partner in their growth.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 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.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; After every contact, ask yourself these three questions;<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 1.) What went well? Then plan to repeat what went well as often as possible.&nbsp; <br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 2.) What did I miss or forget to do? In spite of all of our pre-call planning, &nbsp;the pressure we feel during a client contact can cause us to forget key points. Identify what you&rsquo;ve miss<span style=\"color: black\">ed<\/span> on each call, and focus on not missing &nbsp; them again.<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; 3.) What can I do better next time? There is always room for improvement. The reason employers want &lsquo;experienced&rsquo; people, is because each experience can teach us how to be better at the next experience.&nbsp;&nbsp;&nbsp;&nbsp;<br \/>\n&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; So, when you think of where questioning skills fit into the sales process, don&rsquo;t forget to ask yourself these two sets of questions.<\/font><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Question Yourself &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; You have undoubtedly been trained in the art of asking your clients questions to determine their needs, wants and desires. &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; But have you learned the art of questioning yourself? &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp; It takes courage to admit you can be a better sales person, and confidence to ask the questions necessary to improve [&hellip;]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-129","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/129","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=129"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/129\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=129"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=129"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=129"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}