Sales Agility And Success

In the April edition of Human Resource Leader Magazine, it reports that 52% of CEOs say that agility is vital to differentiate a company.

The research suggests that Salespeople are amongst the most agile, however also suggests that more than a quarter of CEOs believe that their company is at a competitive disadvantage because of an overall lack of agility to meet shifts in the markets within which they operate.

This is a timely reminder for sales managers and salespeople, as well as the marketing, product, distribution and customer service teams to ensure they are aware of any shifts in their potential and existing client needs, wants, and buying preferences.

I realise it is an absolute hobby horse of mine to be constantly talking about the power of our questions in sales and customer service (and in all aspects of life), and here, once again is validation of the importance of asking well intentioned, well constructed, well positioned and appropriately timed questions of our potential and existing clients.

When was the last time you asked your potential and existing clients about any changes in their buying preferences?

As you reflect on this for a moment, also ask and challenge yourself whether you are in reality an expert at asking appropriate value-discovery questions. Here are just three reasons to be skilled at crafting and asking value-discovery questions…

Value-discovery questions are questions that have the capacity to help clients better understand the value they can receive from you and your products and services.

Value-discovery questions help you to articulate your value without having to defend it.

Value-discovery questions have the capacity to comfortably disturb your clients and prospects in taking appropriate action to experience the potential value you can create for them when they buy what you sell.

Finally, and perhaps most importantly during these potentially challenging times for some salespeople, business owners and corporations, value-discovery questions are the platform upon which each of us can ensure that we are armed with the information we need to be agile enough to appropriately manage any shifts in market trends and buying preferences of our potential and existing clients…before our competitors do.