As a top sales consultant, I’ve successfully shown organizations on six continents how to gain velocity in their sales efforts by asking the right questions.

Here’s an example:

A major financial services firm called me in to review their numbers. It took their advisors five sales calls to close a new investor, and they knew they could reduce that to a three-call cycle. Their advisors would close more business and earn significantly more money. After we showed them how to open up the initial call, they did just that.
They had been starting with status questions, asking about the prospects’ pictures of grandkids and sports teams. After 12 minutes of small talk, they’d finally ask the first question, which lost the deal: “What are you currently doing for your stocks and bonds?” After leaving, I told the financial advisor that status-based questions were wasting everyone’s time and not engaging the prospect early enough.

I switched them to an issue-based question for the next appointment. The advisor kept the chit-chat to two minutes, then asked: “I know you have someone already handling your investments, but that’s not what I’m here to discuss. What I’d like to ask is this: when it comes to your financial future, what are the three things that are most important to you?”
The client immediately became engaged, opened up about their issues and gaps in their current strategy, and the advisor found an opening to move forward with the prospect.

As a top keynote speaker in sales, I bring up two volunteers to recreate this result, giving the audience confidence that this approach works and that they should try it themselves. The client invited me to give a talk on this, and we succeeded in lowering the sales cycle to three calls that night.

One of their advisors called to thank me. He’d been trying to close two widows—one for six months and one for two months. That night, he called them, apologized for failing to ask the most important question, and used the new question we had developed. One widow committed her funds to him, and the other agreed to a second appointment.
Asking the right questions really does generate velocity in your sales efforts, helping you make more money and close more business. That’s why, for the past 35 years, clients on six continents have generated over $1 billion by asking the

right questions.
If you’d like to boost your revenue by 200% just like so many of my other clients did, schedule a VIP consultation session for free: https://calendly.com/ronkarr/30min?month=2024-12

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