Archive | April 2013

6 Questions to Help Move the Chains

In how many sales meetings this week is the owner looking at the sales funnel and scratching their head about the lack of movement of opportunities from one stage to the next?  There seem to be plenty of opportunities and potential clients out there so what is the problem?

I guarantee it is a lack of proper qualification of the opportunity to begin with.  The sales funnel needs to be cleaned up and by asking some basic sales leadership questions, you can help coach your team to identify the true opportunities to potentially “move the chains” and take them to the next level.

  • Who is the potential client?
  • What do they actually need and want?
  • How do they make decisions?
  • Who are the stakeholders?
  • What other options does the potential client have?
  • What is a clear next step that we need to do now to move this forward?

Many sales people can’t say “no” to potential opportunities and clients even though they are not ideal prospects.  This causes their sales funnel becomes full of opportunities that get stuck at the proposal phase because they have no clue what to actually offer to them.

If you are looking at the sales funnel and can’t understand why the actually sales are not happening, try drilling down deeper into each opportunity with these questions to coach your team to move their chains.

If you need help integrating some of the best practices to help coach your sales team, please contact us to schedule a SWOT analysis of your sales structure, sales process, and sales skills

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