From the course: How to Run an Effective Sales Deal Review
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Ask: Why this? Why us? Why now?
From the course: How to Run an Effective Sales Deal Review
Ask: Why this? Why us? Why now?
- Imagine you've studied a specific deal for review. Imagine your salesperson is on front of you or maybe online. They've also prepared for the review, so you're both ready to begin. But where do you begin? In this video, let's look at the very first part of the deal review, so you get your salesperson talking and sharing key information. One way I like to begin when coaching deal reviews is with three simple questions, why this, why us, why now? These questions are often called the three whys. What you're doing here is asking your salesperson to give their overview of the deal. We don't want too many specifics just yet, so answering three opening questions gets the coaching conversation flowing. Let's look at the intention behind each of these three questions separately, okay? The first question, why this, invites your salesperson to walk you through why the prospect believes your product or service is a solution to their problems. What makes this challenge something that needs to be…
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