In The Sales Arena

Welcome to our podcast!  All month long we are talking about The Power of Questions, and today’s topic is How to Ask the Tough Questions. From our webinar of February, 2015, we covered value-based selling.  The value propositions for clients are based on the following: The Issue:  What is the problem? The Action:  What are we going to do about it? The Impact:  Why should they care? We discuss the issues of “me-too’s” and “hammers.”   Me-too’s---Occur when we do the same thing someone else does. Hammers---Occur when we do something no one else does. Remember, we ask questions to find out what it is the client values.  This helps us avoid the “show up and throw up” disease! The strategy that leads to asking the tough questions is to start by asking positive questions.  We ask about something that’s worked well for them, and then we flip to ask about what hasn’t worked well.  Examples include the following: What are some companies that do the best job at what you expect? What have been some major successes