How to Increase Sales with this Question Framework

Most sales people want to increase sales.  This is why open ended questions are so popular.  Yet there is a  question framework that when executed flawlessly can accomplish this professional and organizational goal.

Homework Required

However before asking this specific question, the salesperson must do his or her homework.  Knowledge about the sales lead and the organization is essential.  Possibly this is why more than three contacts are necessary to convert the sales lead into a customer.

Homework begins with gleaming information from sales conversations with the prospect.  This basic information could be annual sales, number of employees to the demographics of organization.

Then further time must be devoted to learning and understanding the psychographics behind the buying decision.  This information focuses on the motivation to buy such as a personal promotion to even more personal information such as overall temperament and attitudes.

The Framing of This Sales Question

So when the salesperson is ready to give her or his sales presentation, she or he now can insert this question between statements from past due diligence.

“From what you have shared with me, 50% of your current sales team has failed to achieve sales quotas. You have also shared your sales cycle time is six months and the average sales is (insert figure).  If you could convert 10% of that 50% to achieve sales quotes, then that impact would be (insert calculation of dollar impact).  By increasing your sales by 20%, our solution can quickly demonstrate a (insert percentage) return on investment within six months.”

By using this sales question framework, the salesperson can begin with the end in mind to increase his or her own sales results.

  • What does the sales lead want?
  • What is the impact of that want?
  • What is an acceptable time frame?
  • How can the solution generate a positive return on investment?

The If, Then Sales Question can increase sales provided it is embedded between these two statements.

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