Daily Archives: August 31, 2010

Sustainable Sales Growth

Sustainable Sales Growth image 2010 copyright Connection Group.

Plant - Feed - Harvest

Plant Your Best Seeds

Life coach, Michael Neil states “When you approach sales from a place of joyful service, you realize making offers is like planting a garden. Instead of focusing on what you might get back if you’re lucky, take some time to think about what you would like to grow.”

Ask yourself questions like:

  • Who would I love to serve?  How would I love to serve them?
  • What would be the most powerful, fun, and useful thing I could do for this client or customer?
  • If I dedicated my life to making this person/company’s life better, what is the biggest difference I could make for them in the smallest amount of time?

Feeling Finding Questions help bring answers your prospect may not even know are under the surface. I have often gone into meetings with prospects and existing customers for a specific project and after further discussion we have determined another solution or product would serve their goals better. The following questions were shared with me by Phil Kline who is an expert in Dale Carnegie Sales Training. These questions are more valuable insight are provided in Phil’s book, Customer Driven Sales.

6 FEELING FINDING QUESTIONS:

1. What do you like most about your current product (website, logo, brand, marketing efforts)

2. Why is that important to you?

3. What do you dislike most about your present product (website,logo brand…)

4. Why is that a problem for you?

5. If I could change something for you in your next product what would you want me to do differently?

6. Why would that be important to you?

When questions are asked from a place of joyful inquiry, the answers are truthful, creative, fun, and take root. Don’t skip the ‘Why’ questions! As your prospect digs deep to answer the ‘why’ the true reason behind the need can be discovered.

Harvest Low-Hanging Fruit

Often the best sale to make is going to existing clients and customers. When working with customers for a long time is is easy to get into ruts. Projects can flow well, which is always a blessing but are we doing the best we can or are we staying safe? Especially with marketing and graphic design it is important to always look at new ways of approaching concepts. You don’t have to throw the baby out with the bath water and completely reinvent everything. Sometimes just a change in logo placement or color can update a Web site or print marketing piece. Other times digging deep into the entire brand and relating it to the business as it is today is needed. If you take the time to  ask questions to find the differences your customer would love to make and the way they would most like to make them, you can deliver creative solutions that help your customer relationship and their business flourish.

Happy seed planting and remember to appreciate the abundance of the harvest.

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