The 8 Questions Your Sales Team Asks Everyone

The 8 Questions Your Sales Team Asks Everyone (But You).

WALTER RUCKES & MARK HIRSCHFELD
BI WORLDWIDE

Big data and sales enablement tools are making the job more technical. And more sophisticated customers and buying processes are making it harder to win business strictly on relationships. One thing hasn’t changed. The nagging, often million-dollar question: “What makes a salesperson successful?”

BI WORLDWIDE Level Up eight-question sales model was developed to help sales leaders enable and inspire their teams to make the most of their natural curiosity. Do YOU have the answers to make your sales team, and every person on it, as successful as possible – in the shortest amount of time?

Companies all over the world are spending more and more time and money to enable, challenge, drive, motivate, train and compensate their sales teams and channel partners to grow revenue. Some of these tactics work great. Others fall flat on their face. The difference, we believe, comes in asking – and answering – the right questions.

In this article, we’ll discuss the research we’ve done and a new way of looking at sales success. Our conclusion is that a common quality of successful salespeople is curiosity. They aren’t afraid to ask questions. They are eager to learn about anything new (like new products and solutions). And they embrace new technology.

They ask prospects and customers questions to learn more about their business. They ask their teammates for ideas on how to break into new accounts and break through to bigger accounts. And they are constantly asking themselves how they can get more and better results.

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