046 | Two Simple, Key Questions For Dramatic Growth
Have you ever had a deal stall or fall through, but you weren't sure why? That's a frustrating yet very common experience for many C level executives. The good news is there are two simple questions that can eliminate most, if not all, of those scenarios. On today's solo show I'll be addressing what those two questions are.\n\nIn my experience, these questions are not asked often enough but when they are they provide a pathway to dramatic growth in any business. On this episode of Grow My Revenue find out what the questions are, how to ask them and when to ask them.\n\nListen to this episode and discover:\n\nWhat to say when price comes up in the conversation.\nHow to seek the symptoms of why someone would switch, versus demographics.\nWhat to do if you know there are reasons people wouldn't do business with you.\nHow my recent purchase of a Tesla relates to today's topic.\nAnd so much more\u2026\nEpisode Overview\n\nRecently I was talking to a client of mine about a deal that had stalled for them. They were trying to come up with a good strategy to pursue this account and wanted to review that strategy with me. I asked them a very simple question first: Why do you think the client would switch from what they are currently doing to you?\n\nWe were on a conference call together and there was silence on the other end! And then the sales person in charge of this account gave a candid answer by saying he thought they would switch because of reasons X, X and X. He had good explanations for why they'd change.\n\nBut from his response it was clear those were his thoughts on why they'd change, not actual reasons anyone had gathered from the client. So I told him we want to find out the client's actual reasons, and we want to know for sure why they'd change.\n\nThe lesson there: if you don't know why your client would change from whatever they've been doing to you there's a good chance you aren't asking the right questions during the sales process. That is where you start: get a true understanding of why your clients would switch to you. And you do this as early as possible in the sales conversation.\n\nYou also want to know why they wouldn't switch to you - the second key question to answer. For example one of my clients does amazing work and they are involved with a client who has huge project on the horizon.\n\nOn this episode of Grow My Revenue I explain why it's important to address these topics early on, how to deal with the issue of price and why you shouldn't be the first person to bring up the topic of price. Also find out why it's important not make assumptions, but to find your client's answers on today's show.