Does your sales team know how to look for new opportunities?

Does your sales team know how to look for new opportunities?

It’s a common question a Sales Director asks themselves and they often ask me how the team should go about it.

My advice:

1. If it’s a client – treat the interaction as thought it was your first. Clear your mind of any history. They may well have evolved and think something different now.

2. ‘Show up’ more often and ask more questions.

If you are in a business where the sales team are phone based – replace ‘show up’ with ‘pick up the phone…’

The key is to use your time by ASKING QUESTIONS to keep them talking about what they want.

When they are discussing their situation, you are PRESENT – not thinking about what you’ll say next. Listen AND watch how and what they are saying. When you ask more questions and are present – opportunities naturally present themselves and the team gets better at spotting them!

Question: What one key question have you often used to encourage your client to open up about what’s going on in their business? Please answer below so we can all benefit from your experience.

Read another blog on 5 top questions you and your team can position yourself as the trusted advisor.


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