While customer-driven dialogue should be the goal of every sales meeting, make no mistake: there are key “moments of presentation” during these conversations that can determine your success or failure. The best sales people know when they need to shift gears and jump into presentation mode, and they do it well because it's a skill they've practiced.
Hand-drawn vector drawing of a Valve Wheel on a Pipeline, Gas Industry Symbol. Black-and-White sketch on a transparent background (.eps-file). Included files are EPS (v10) and Hi-Res JPG.
Search the internet for pipeline mortality and you’ll only get a handful of hits and not one of them will have anything to do with the sales process. But my colleague David Mears, Mandel’s Chief Sales Officer, loves to use this term. The meaning is fairly obvious – it describes the potential deals put into the sales pipeline that never close, either lost to competitors or inaction. And David believes that many sales leaders are willing to accept pipeline mortality rates that are needlessly high and costly.
For an interaction with a customer to be productive, three things must happen: (1) Customers must understand what you’re saying. (2) Customers must see the value in what you’re offering to them. (3) Customers must trust you, the person in the room speaking directly to them. Ensuring these three things happen takes more effort than you might expect—but the payoff is worth it.
On any sales call, your goal is to get as much valuable information as you can from the client—information that can help you recommend a relevant solution or service, build trust, and close the sale more quickly. Here are 9 questions to help you gain the insight and info you need to build better relationships with clients and close deals faster.