Sales Question: What Are We Doing Here?

Sales Question: What Are We Doing Here?

The next time you are about to meet with a prospective buyer, pick up the phone or get out of your car at a prospect’s home or business, there’s one question you should ask yourself. It should be the last thing you think of before you knock on the door, greet the prospect or dial those digits.

It is the most important sales question of the entire process and I’ve found several salespeople lately not asking it. They are so focused on getting to the prospect they never stop to ask themselves this question.

OK, I’ve held you in suspense long enough. What’s the question?

“What do I want to accomplish here?”

That’s it. Ask yourself, What is my goal for this call, this meeting or this presentation?  Why Am I here?

Now, think about it; is your goal to close the sale? Advance the relationship? Get on their calendar.

“What do I want to accomplish here?”

It will make you pause and think and reset your mind so you are focused on the proper goal—the outcome that will help the prospect most.

Too many times I find salespeople just barging into a conversation, presentation or a phone call and they “think” they know where it’s going or what they want to accomplish, but they’re quickly derailed and lose track—and ultimately end up wasting time and energy.

So, the next time you start to engage a prospect, stop and ask yourself the question. The answer may surprise you.

For all Sales Managers out there who work with their salespeople, this question should be asked by you EVERY time. It insures the salesperson is focused plus it gives you an idea of what the goal is for the meeting or presentation.