1. 75% Temporary Wage Subsidy during COVID-19
  2. Free Cashflow Stress Test
  3. Free Survival Planning Session
  4. 7 Steps to Pivot Your Marketing
  5. SWOT Examination and Opportunity Planning Session
  6. BDC Small Business Loan
  7. What is the Temporary Wage Subsidy for Employers?
  8. EWSP (Employment Work Sharing Program)
  9. Business Oxygen
  10. How to Close More Sales
  11. Why Connecting with the Tough Decision Makers is Worth Your Time
  12. Having A Bad Day? Find Something Beautiful
  13. What are you worth?
  14. 10 Ways to Foster a Culture of Innovation and Creativity
  15. What are you Measuring in Your Business
  16. 7 Ways to Dramatically Grow Your Business
  17. Company Culture – How to Cultivate the Right Kind for Your Business
  18. How to Keep Your Employees Happy at Work
  19. Four Reasons to Use B2B Email Marketing
  20. Qualities of Good Leaders
  21. How Stress Can Affect Your Job Performance
  22. Making a Customer Relation Management (CRM) System Work For You
  23. Do You Have The Symptoms Of Affluenza?
  24. Culture Of Leadership
  25. A Business Coach Engages in Provocative Conversations
  26. Are You A Carrot, An Egg, Or A Coffee Bean?
  27. Measure Your Way to Success by Using KPI’s
  28. Ensure a Good Return on Your Investment
  29. A Business Coach; A Clients Journey to Self Discovery
  30. Is Your Business Growing or Dying
  31. Breakeven Analysis
  32. Keeping Score in a Winning Business
  33. Exercise wisely…
  34. Roots
  35. Muck & Money
  36. Who said that?
  37. Why are owls so wise?
  38. Business Success: Eight Fundamentals
  39. Uncomfortable Conversations
  40. Are you working hard or just working long hours?
  41. Investing Time on the Right Tasks
  42. COACHING — Not just for GOLF!
  43. Don’t Think Outside the Box – Redefine It!
  44. Ten Reasons People Resist Change
  45. The Art of Delegating
  46. How to Make Your Business Writing Twice as Good
  47. Increase Profits by “Pruning” Your Business
  48. Features versus Benefits
  49. Are you lucky? Or just on your game?
  50. 10 Elements of a World-Class Company
  51. How fresh are your marketing strategies?
  52. Business: The $20,000 Phone Call
  53. Business – Game Changer
  54. Are you still learning?
  55. Riding a Dead Horse
  56. Business & Baseball
Friday, April 10, 2020
  1. 75% Temporary Wage Subsidy during COVID-19
  2. Free Cashflow Stress Test
  3. Free Survival Planning Session
  4. 7 Steps to Pivot Your Marketing
  5. SWOT Examination and Opportunity Planning Session
  6. BDC Small Business Loan
  7. What is the Temporary Wage Subsidy for Employers?
  8. EWSP (Employment Work Sharing Program)
  9. Business Oxygen
  10. How to Close More Sales
  11. Why Connecting with the Tough Decision Makers is Worth Your Time
  12. Having A Bad Day? Find Something Beautiful
  13. What are you worth?
  14. 10 Ways to Foster a Culture of Innovation and Creativity
  15. What are you Measuring in Your Business
  16. 7 Ways to Dramatically Grow Your Business
  17. Company Culture – How to Cultivate the Right Kind for Your Business
  18. How to Keep Your Employees Happy at Work
  19. Four Reasons to Use B2B Email Marketing
  20. Qualities of Good Leaders
  21. How Stress Can Affect Your Job Performance
  22. Making a Customer Relation Management (CRM) System Work For You
  23. Do You Have The Symptoms Of Affluenza?
  24. Culture Of Leadership
  25. A Business Coach Engages in Provocative Conversations
  26. Are You A Carrot, An Egg, Or A Coffee Bean?
  27. Measure Your Way to Success by Using KPI’s
  28. Ensure a Good Return on Your Investment
  29. A Business Coach; A Clients Journey to Self Discovery
  30. Is Your Business Growing or Dying
  31. Breakeven Analysis
  32. Keeping Score in a Winning Business
  33. Exercise wisely…
  34. Roots
  35. Muck & Money
  36. Who said that?
  37. Why are owls so wise?
  38. Business Success: Eight Fundamentals
  39. Uncomfortable Conversations
  40. Are you working hard or just working long hours?
  41. Investing Time on the Right Tasks
  42. COACHING — Not just for GOLF!
  43. Don’t Think Outside the Box – Redefine It!
  44. Ten Reasons People Resist Change
  45. The Art of Delegating
  46. How to Make Your Business Writing Twice as Good
  47. Increase Profits by “Pruning” Your Business
  48. Features versus Benefits
  49. Are you lucky? Or just on your game?
  50. 10 Elements of a World-Class Company
  51. How fresh are your marketing strategies?
  52. Business: The $20,000 Phone Call
  53. Business – Game Changer
  54. Are you still learning?
  55. Riding a Dead Horse
  56. Business & Baseball

The phone rang. It was Sharon calling. She sounded glum, and there was no energy or life in her voice.

“What’s wrong?” her coach asked.

She explained that business was slow. She wasn’t finding any opportunities, and she wasn’t making any money. Her boss, to make matters worse, had just told her that if she didn’t start making more sales, he was going to have to let her go.

“What do you mean by “business is slow?”, her coach asked, wanting to dig deep into the issue. “What are you doing with your days?”

Sharon explained that she called both new and old prospects every day but didn’t seem to be getting anywhere.

“What are these prospects saying to you?” he asked.

She explained that her conversations with prospects, both over the phone and in person, went well, but when it came time to move the discussion forward, they would say things like:

“we don’t have any money in the budget at this time.”

“we’re not in the market today.”

“business is slow, so we’re holding back on all discretionary expenditures.”

Sharon is in the executive recruiting business. She helps companies find great talent so they can grow, prosper, and become more successful. She’s been in the industry for several years and has done reasonably well — that is, until now.

Her coach, intrigued, asked her, “What questions are you asking your prospects that are causing them to give you these responses?”

There was a long pause as she thought about this question. She finally replied that she was asking the same questions she had always asked:

“Do you need any employees, managers, or senior executives?”

“Would you like to hire my firm to help you find employees?”

“We’re more experienced than our competitors. Why don’t you do business with us?”

When the coach heard Sharon’s questions, bells and whistles started going off in his head: Sharon was asking the wrong questions.

Asking The Right Questions

Over the next few weeks, Sharon practiced the art of asking great questions with her coach.

Right away, she stopped using PowerPoint presentations and started using sheets of white paper and coloured markers instead. She stopped talking about herself and got the prospective clients to talk about themselves and their needs instead.

During meetings, she began asking her prospects detailed, pointed questions. What were they trying to accomplish? What was or wasn’t working, about their goals, and their strategic initiatives? She took detailed notes. Then she began asking questions about their executive talent needs and how these executives could help them achieve their goals.

She asked questions about how business was currently conducted and about who was making the decisions that should be made by the person they needed — but hadn’t yet hired.

These questions made her prospective clients think and often made them uncomfortable. By asking these questions, Sharon showed her prospects that she had a firm grasp of their businesses. She was able to highlight the “costs” of not having the right management team in place.

She even asked one prospect, “On a scale of one to ten, where would you rate your need to have an executive in this position?”

He replied, “Eleven!”

The prospect hired her. And within a few weeks, Sharon was hired to perform four more executive searches and had two or three more opportunities that she expected to close within a few weeks.

The Art of Asking Great Questions

Most salespeople only ask questions so they can get the other person to say something — anything. Then they can offer a rebuttal statement, almost like an attorney cross-examining a witness.

Salespeople don’t ask a second, third, or fourth question to dig deeper. They don’t listen or ask implication questions. Instead, they pounce on every opportunity to close or prove a point.

Sales are like playing poker. When you’re playing cards, do you want the other players to know what you have in your hand? Of course not. But do you want others to play their hands open, so you can see every card they’re holding? Absolutely!

Unfortunately, as salespeople, we often spend all of our time telling the customer about our company, products, and services without ever finding out what it is that the customer wants or needs. We don’t take time to figure out the problem.

At the end of the meeting, the customer knows all about us (if he or she hasn’t fallen asleep or tuned us out), but we know very little, or nothing about the customer.

By asking better questions and showing interest in the answers (really listening), you can discover what the customer’s challenges are. Only then should you offer a solution.

A recent study shows that in many large companies, 80 percent of the sales are generated by 20 percent of the salespeople, which shouldn’t be surprising.

But this study went even deeper. It found that the top 5 percent, the superstars, generated 60 percent of the sales, or more. Fifteen percent of the salespeople generated 20 percent of the sales, and the other 20 percent was generated by the remaining 80 percent of the salespeople.

So what’s the difference between superstars and everybody else? Superstars find out what the customer truly needs while the others make pitches based on what they think the customer wants.

Spend more time asking great questions and listening to the answers. Your sales will grow.

Kent Boehm

Business & Leadership Coach

403.690.8363 or kent@ninebusinessgroup.ca

onbusinesscoaching.com

businesscoachingcalgary.com

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