The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

In today’s episode of The Sales Evangelist, Donald Kelly gives us the scoop on one major closing question you’re neglecting to ask. But first, let’s picture this scenario. Dave is a salesperson who has been working with his lead, Bob, for three months.  His sale is in the bag; he gave a fantastic presentation, his sales engineer answered every question the prospect had, and Dave sent them a proposal. Despite going through every step in the process, Dave didn’t get the result he wanted; he got hit with the “we’re going to need some more time to think about it” conversation. Where did he go wrong? It’s simple - there’s one question he forgot to ask. The ultimate question: Would I make this purchase based on the same information I know if I were the buyer? Sales is shortsighted - we’re focused on our pipeline. Dave was focused on meeting his quota, impressing his manager, and making sales rather than his prospect’s needs.  How can you ask this question to improve your sales strategy? Habit #5 of “The 7 Habi