Find Out in 4 Questions Designed to Bring You Up to Speed
It can happen to any of us— since we are the product of our influences, we can be drinking the kool-aid and eating up the sales dogma without even realizing it. Old fashioned approaches toward selling still runs amok with the higher-ups.
Sure, there are certain old-fashioned conventions that have stood the test of time (learning your prospect’s kids names, buying dinner, sending congratulatory messages) but some have gone the way of the dinosaur.
Take this self-directed quiz to determine which of your sales tactics may be outdated, and learn what to do instead.
- When you go to sell, what strength do you primarily lean on?
- a.) I wow them with my intellect and fast talk
- b.) I know how and when to put the pressure on
- c.) I am great at finding out my prospect’s real needs
Answer: C. If you answered a or b, look out- you’re operating on the sales tactics of yesteryear. There was a time when confidence was king, but in today’s hyper-connected world, that’s no longer the case. Finding your prospect’s need works best today. Are you sure your strategies are built around needs-based selling?
2) When you prepare for a meeting with a prospect, you:
- a.) Go in with a well-formulated pitch
- b.) Go in with telling, open-ended questions
Answer: B. Don’t be fooled by primetime shows like Shark Tank. In the world of high-stakes sales, pitching is passé and will make you look foolish. Your job at a meeting is simply this – b. Go in with questions. Find out your prospect’s need. Go in to find out if you have a solution.
3) In a prospect meeting, what approach do you take to closing the sale?
- a.) SPIN selling
- b.) RAIN selling
- c.) Customer Centric Selling
- d.) Consultative Selling
Answer: D. Solution-based selling and its derivatives (like SPIN selling, RAIN selling, and Customer Centric Selling) my have worked in the 80’s and 90’s, but those methods began to lose their luster in recent years. Taking a Consultative Selling approach doesn’t mean you can’t close your prospect. You can. You can pull out all the tricks and tactics when the time comes. But in the meantime, ask poignant questions.
4) How do you frame your close?
- a.) I show how the purchase is in my prospect’s best interest
- b.) I highlight benefits rather than the features of the product or service
- c.) I show how the the product will easily pay for itself
- d.) All of the above
Answer: The answer is d, all the above. These are all ways to frame your close in value-based logic, and you really should be using all of them. Rather than applying pressure for the prospect to make a choice right then based on a time-sensitive special price, or overwhelming them with a list of features they may or may not need, bring your selling into the 21st century. All you must do is make sure to show how the value that your product or service delivers vastly out-measures any costs associated. Stand in the gap and fulfill your prospect’s needs.
Ok, time to tally up your score. How did you do?
4 out of 4:
The Modern Salesperson
Excellent! If you’re employing all of these concepts, you are using a sophisticated, modern approach to selling that wins you many friends in the process. When prospects meet you, they find you refreshing. Keep it up.
3 out of 4:
Look out! You may feel confident now, but some of your sales strategies are stuck in the 20th century. It may take some time and effort, but don’t delay: you must adjust your sails right away to avoid ending up way off course later.
2 out of 4:
Losing Major Ground
Uh-oh – if you answered half of the questions wrong, you are unwittingly losing major ground to a new wave of sales-savvy competitors. Think of it this way: are you still using a rotary phone? Didn’t think so. So, you shouldn’t be using old sales approaches either. If you don’t begin thinking outside your box soon, you will be squashed by the competition.
1 out of 4:
Hanging On By a Thread
I’m glad you’re here! If you’re on my blog, you’re obviously in learning mode, which is great. But knowledge isn’t power. You must apply what you’ve been learning or you’ll flounder out there. Thankfully, there’s no better time than the present. Get to work!
0 out of 4:
Under a Rock
Yikes! Whether you’re relying fully on legacy accounts or you’re just really lucky, it’s a miracle you’re still in business if all your tactics are so significantly out of touch. Begin surrounding yourself with people who are pushing the envelope to get inspired and get back in the game.
While learning more and more tactics certainly has its place, it’s more important to self-assess from time to time. This basic quiz was designed to help you review what you’re really doing when the wheels hit the road. Share it with a friend who you want to see succeed.
And if you want a personal arsenal of modern salespeople — to put you in front of the right people, in the right role, right now — we are C-Level partners and we’re ready when you are.
Until next time,