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Bridging the Grand Caynon DIVIDE

8 Components of Sales Management

Establishing Sales Comp Plan

Strategic Account Management

Territory Management

The Rule of 3

Reclaiming Former Clients

Ways to close the sale

Rahal Consulting Acquires SALESMARK

Important information about your health you should know

New Market Development

8 Core Growth Initiatives

Ingredients You Need to Create Value for Your Customers

The Rule of 3 - the art of vertical probing: Asking your way to success in sales

The best doctors, lawyers and salespeople are linked by a special two-pronged skill and ability: They ask relevant, probing and thoughtful questions to uncover the required information before making a diagnosis. And all the while they listen intently to the answers from the patients, clients or prospects.

 

Only after taking that information and crafting the proper diagnosis do these professionals present the best solution specific to the individual needs of their patient, client or prospect.

 

If successful professionals know this, then why haven’t so many salespeople caught on? Too many of the latter group persist in presenting a proposal or idea without first completely understanding the prospect’s business and needs and discovering critically important, in-depth information.

 

Get to know the Rule of 3

 

Finesse in the art of questioning isn’t reserved for a select group. Learning one important element can be the most valuable skill in a salesperson’s toolkit:

• The Rule of 3 defines a most important concept in the art of asking questions. It represents the difference between fact finding and probing, between the superficial and in-depth. The success implementation of the Rule of 3 — asking probing/multi-tiered questions — takes the conversation from shallow and transactional to strategic and long term.
• The Rule of 3 reminds the salesperson to stay with a single topic and continue to probe deeper (at least three questions) on the same topic. This offers a greater understanding of that topic before moving on to additional topics.

 

 

Rules for Asking Vertical & Multi-Tiered Questions:

1. Be relevant.
2. “Drill down” to go in depth with the client on specific topics.
3. Build a complete understanding of the topic as it relates to your call objectives.
4. Gain in-depth, complete information. This provides knowledge to address the client’s needs head on.
5. Stay with fewer topics. Avoid horizontal (multi-topic) questions.
6. Listen. Then recap what you heard. Then use the information to customize your recommendation.

 

Example:        

Topic 1	What type of financial and/or succession planning have you done? What are your financial objectives? How are you going about attaining these objectives without a plan? Do you have financial or business advisors with whom you are working? What have you done to date on this effort?
Topic 2	What are your income sources? Tell me about your expense ratios.

 

Become a master in the art of questioning. Rahal Consulting can help you discover how vertical questioning can open up new business for your company. To find out more,

 

Summary

This information presents a sampling of Rahal Consulting’s philosophy and approach toward sales and business development. With extensive and successful business experience accrued over numerous engagements across multiple industries, we are poised to help business leaders prepare for the future.   Rahal Consulting seeks to initiate a dialogue with business leaders and to objectively assist in the development and implementation of growth strategies and tactics.   To initiate a more in-depth discussion and for additional information, please contact Joe:

Joe Rahal Boston, MA 617-999-7262 Rahal Consulting Successfully accelerating the performance of sales organizations