What’s the recipe for a successful sales call? It’s asking the right questions. Here is one question that will lead to more sales and shorten your sales cycle.
How much does this problem cost?
There’s no need to act or buy anything unless the customer quantifies the problem. Many customers often have not thought about how much the problem costs. Their problem is just a “nice to have” and not a “need to have” until they quantify the problem. Often they don’t know. Your job is to ask the question and guide them to quantify it. How much time does it take? How much is that time worth? What else does it impact? How much is that worth? How many sales are they losing? How much is a typical sale? You can see you can very easily quantify a problem if you ask the right questions. Then you’re ready to present later in the sales call.
Are you asking this question when you sell? When you do I predict you will sell more.