Ever feel like your proposals are missing the mark? Discover the magic of asking the right questions upfront.
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The other day, an account manager, a client that I working with, described his stellar discovery process to me the following way.
So Colleen, on the side you’ve got all the inputs, all the questions that you ask and all the answers that you get.
They go into this black box as he drew it and outcome the outputs.
And I asked him what he meant by that.
And he said, well, the quality of the output, the output being your proposal, the options, the features, even the benefits, the solution, the product design, the service, the terms are all a result of the quality of the inputs that you put into the box.
You put in poor or very few inputs output.
You put in inputs that are irrelevant quality outputs.
And so his point was, is the more inputs you put in, the more questions you ask, the better quality the questions, the more answers that you get that you go into his black box as he described it, the better quality of output you get, which drives up your closing ratio.
And he is 100% right.
And I really love this visual.
It’s stuck with me.
The key to successfully closing business is the quality of the questions that you ask, the discovery that you do, the people that you meet and the information that you get.
The more information you get at the front end of that sales cycle, as you’re building your relationship and building the solution, the better quality result you’re going to get, the better quality proposal,.
And the better quality of a proposal that you get, the more business you close.
It’s as simple as that.
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