Sure, sales professionals ask effective questions to engage and influence prospects and customers. Well-thought-out questions can change the dynamic of a sales conversation, set you apart from the competition and result in more business. Sales managers ask provocative coaching questions to shift behavior, attitudes and skills.
But let’s set that aside for a moment, because there is one more question to ask in order to raise sales performance. Gary Keller, author of “The ONE Thing,” shares a powerful, focusing question:
“What is the one thing that you can do today that by doing it, will make everything else easier or unnecessary?” Now, that is a great question!
For sales managers, the one thing might be carving out more coaching and training time with their sales teams. This should be considered sacred time that all involved know cannot be interrupted by checking emails or taking phone calls.
Maybe, the one thing is investing more time in making your weekly or monthly group sales meeting a great sales meeting -- the kind that motivates salespeople and better equips them to land more business.
Salespeople, your one thing might be to apply the good coaching and training provided by your sales managers. Or, it could be reaching out to other top sales producers to create or join a mastermind group that shares best practices. Your mother was right: “Tell me who your friends are and I will tell you what you’re like.”
Ask yourself this powerful question now: What is the one thing I can do today that by doing it, will make everything else easier or unnecessary?
Great questions produce great sales results.