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TRANSCRIPT
Here’s a scary statistic from the world of selling. Depending on the study you read … only 11 to 16% of all sales people ask “WHY?” after they win a new deal.
Yet knowing why buyers choose you over and above your competitor, at the point of making the decision, is critical for you to know.
And while many of you THINK you know why you win, the real value is in understanding the customer’s perspective.
[ctt tweet=”Only 11 to 16% of all sales people ask “WHY?” after they win a new deal!” coverup=”cz_0H”]
As an example I had the opportunity to bid on a very important Keynote presentation for a large national sales conference. I felt my chance of winning was ‘about this big’ because I had zero experience with this industry. And given the calibre of my competitors I even wondered if it made sense to bid. But I did. And I won.
And so I asked the WHY question. I don’t mean from a place of disbelief. I simply said, “Thanks for the business. And knowing this was an important decision for you and that you had choices… I’m curious. What ultimately tipped the balance to salesSHIFT?”
My client shared why he felt I stood head and shoulders above the other two contenders. I was actually surprised at what he saw as my differentiators. One of which was the homework I’d done on his organization’s sales environment. I assumed every sales keynoter would do this before submitting a bid. Apparently not. So I received this incredibly valuable feedback that I now use to engage and win over similar prospects.
[ctt tweet=”Get answers that will help you create door-opening sales messages and winning proposals.” coverup=”n_T0f”]
So when you win. Ask why. You may be surprised at the answers. Answers that will help you create door-opening sales messages and winning proposals.
Want help with this? I want to hear from you.
www.salesSHIFT.ca
results@salesSHIFT.ca
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