Great sales professionals always ask effective sales questions in order to influence and engage customers and prospects. Questions that are well thought out change the whole dynamic of a sales conversation, set you well apart from your competition, and result in increased business. On the management side, sales managers use provocative coaching questions to shift behavior and attitudes, and improve skills.
But let’s set all of that aside for a moment. There’s one additional question that should be asked in raising sales performance. Gary Keller, author of The ONE Thing, shares an incredibly powerful and 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, that 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.
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