The 250 Sales Questions to Close the Deal

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The book disperses valuable gems of wisdom between the questions and teaches applicable salesmanship rather than theory. All this makes sense to getAbstract. What do you think? Stephan Schiffman , a leading sales training expert, is the author of multiple bestsellers, including Cold Calling Techniques That Really Work! His list of clients includes many national and international companies.

Many salespeople have a preconceived notion of the best closing question. These so-called magic questions often sound like: "What do I have to do to get you into a Dodge Viper? It sounds like a sales pitch and may alienate prospects rather than draw them closer to making a purchase. I thought it would have been much higher. What this tells us is that the majority of salespeople have a lot of work to do in order to get to that next level. Either way, we need to make sure that this year is the year that you exceed your quota. This is a huge distinction.

Basically, what we see is that the non-top performers are much more likely to pitch their services or their offering. Look at all the cool items and features and benefits that we have. This is a stunning piece of information, one of the most powerful sales statistics which shows that a huge difference between top performers and non-top performers is that top performers are simply asking for referrals consistently. In fact, non-top performers were much more likely to report asking for referrals either never or rarely ever. This is just mind-blowing, right?

We now see that one of the biggest differentiators between the two groups is simply the act of asking for referrals. This was one of my favorite and most unexpected sales statistics to come out of the survey. On the other side of it, top performers tend to spend more time driving to meetings. What we see here are basically two consistent narratives. Become one of those salespeople who complains that you have to spend too much time driving to meetings. This is a profound difference. As the above graph shows, there is a big gap after three hours.

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Top performers are simply spending a lot more time on sales-related activities. Non-top performers are simply spending less time on sales-related activities. This sales statistic shows that, for top performers, the key to success is simply putting in the time on those key sales-related activities. Hold yourself accountable to do a little bit more.

About the Author

This is such an important distinction. Just the word itself connotes a negative mindset. Top performers are seeing themselves as—and ensuring that they are seen by their prospects as—the experts. So, there you have it. These are the 18 sales statistics you need to know about right now from our Salespeople Perceptions and Top Performance Study. I want to hear from you. Which of these sales statistics shocked you the most?

Which did you find easy to believe? And which do you find most useful? Be sure to share below in the comments section to get involved in the conversation. And for you data nerds like me, here is the full Study Data:. This report includes all data collected during this time approximately 2 weeks. A total of people began the survey. Who completed the survey? More people in this survey sold to businesses total of people than sold to consumers or a mix of both.

Selling a mix of products and services was the most common sell type people followed by selling services alone people. Sales Statistics Q4. Approximately what percent of initial prospects turn out to be a good fit for your offering?

Sales Statistics #3: Most salespeople just aren’t getting in front of enough prospects.

Sales Statistics Q5. Why do stronger opportunities most commonly fall apart? Rank in order of frequency — 1 being most frequent, and 5 being least frequent. Budget was identified as the biggest reason deals fall apart. Approximately how many leads have you reached out to in the past year since March, ? The most common responses to this question were and leads reached out to in the past year. Sales Statistics Q8. Approximately what percent of your leads are inbound vs. Sales Statistics Q Sales Statistics Q3.


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