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Sell Better with Discovery Phase Questions
Not only is door-to-door sales not dead, but there are also persons in that field taking advantage of the elderly. In Calgary, Canada, a senior homeowner, found herself ripped off by a “salesman” who robbed her $20k+, with the promise of granting her an “energy rebate”. Instead, she got numerous charges for “energy efficient items” she didn’t need. If only the “seller” subscribed to the Sales Jam, maybe he/she would be killing it at sales, and wouldn’t need to rip off old women suffering from dementia.
In Today’s Jam
Sales Tip of the Day: Use a Repeatable Process
The Sales Lab: Sell Better with Discovery Phase Questions
Weekly Poll
Sales Q&A: Got fired from my sales job. Need advice.
27 Best Selling Techniques Used in 2024
Today’s Story & a Sales Scene
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The Sales Lab🔬: Discovery Questions, A Salesman’s “Cheat Code”
Today we’re looking at the discovery phase of the sales process and how getting it right can set the tone for success.
Think of this as a checklist to ensure you’re on track before you dive in with that pitch. Keep in mind that you’ll need to do the groundwork in collecting this information before you start ticking these things off the list.
These are some of the best discovery questions a seller can ask to guarantee the sale.
Well, what are you waiting for?
Get the breakdown 👇
Every Seller Should Be Asking Themselves 4 Questions
For starters:
Have you qualified the opportunity: Is the prospect fit for your service?
Have you qualified the prospect’s timing: When will they make a decision? Is there a sense of urgency?
Once you understand that, take a step back. Ask yourself two more questions:
What is the prospect currently doing about it?
Are they doing nothing?
Are they are DIYing the issue
Are they using a competitor?
By understanding the prospect’s position, you can now inform your pitch. If they’re doing nothing, then you must establish need.
If they’re doing it themselves and are now seeking an external solution, you can assume they’ve hit a wall.
If they’re talking to the competition, then it’s possible they need new features.
The latter also tells you that you do not have to establish need but rather to differentiate, as you’re now convincing them you’re the better option to what they are currently using.
Get the full breakdown.
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Game Changers of the week🔥
Sales Icon: Selling in the Shadows; Perfect for the Noobs
Portwain’s Sales Icon is a must-have for those newer to the sales game. He goes into the upside of having systems put in place to enhance the sales process and offer more value for clients while not setting yourself up for failure. One of the less popular books we’ve featured but totally worth it.
What the Top 10% of Sellers Do Outside of Work That You Should Adopt
“How you do anything, is how you’ll do everything”, that saying rings true in sales (naturally). Some of you may have checked out high performers on the job and seen what they do differently than you. What about the things they do when they’re not on the job? Yes, those can affect your performance too.
Listen: Apple Podcasts | Spotify | YouTube
17 Years of Brutally Honest Tech Sales Advice in 38 mins
The title speaks for itself. If you’re getting into tech sales, or find yourself struggling to excel in that space, don’t miss out on this absolute gem. What’s more, the advice is completely free.
A Truck Load of Sales Techniques You Should Know About in 2024
One of the more in-depth guides we’ve shared, you won’t believe how much value is crammed into this deep dive. A single person can’t employ all these methods, but the more layered your approach to selling, the more adaptable you’ll become when encountering different customer profiles.
Today’s Story
Sales Scene of the Week🎬
Sales Magic Trick?
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