Although there are many sales strategies out there, a good amount can be traced back to the Universal Buying Cycle. Created by the Floriss Group’s James Rores, the cycle is based on the observation that every potential buyer has to answer four questions before they can make a decision.
Tag: sales questions
There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.
How you ask questions can greatly alter how they’re answered – and how others view you and your business. The more you elevate question-asking to an art form, the more likely you will get the results you want.
When making a decision, we often come up with a few options and compare them to see which we’d rather choose. Your potential clients’ processes are likely the same.
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.