4 Unconventional Answers to Hard Sales Questions.

Sometimes, solving hard questions around sales and marketing is the only thing standing between you and the outrageous success you invision for yourself.

Here are 4 tough sales questions and the unconventional answers you need to position yourself a little closer to that success. 

Question:

How have you repaired a relationship with a customer that had a bad experience?

Answer:

"Honesty and outrageous acts of kindness...."

A bad client experience is never the customer's fault. We like to blame them for "not getting it", but that's really our problem -- not theres.

Part 1 -- BRUTAL HONESTY.

"[client name] we let you down. We understand how disappointed you must be. Sadly, we didn't perform that way that we hoped to. Here are things that we screwed up: [problem 1], [problem 2], etc...

Part 2 -- OUTRAGEOUS KINDNESS.

"[client name] we take our customers seriously and we hold ourselves to a high standard of satisfaction. We didn't hit the mark this time so we want to make sure that we leave no doubt in your mind as to our dedication to your happiness. That's why are going to [insert bold reward here]."

By the way, this outrageous kindness should cost you something. Refund their money, give them extra products they need for free -- make it really count.

You'll remember "next time" and likely deliver outrageous service the first time around.

This is an attitude thing too. If you don't really care about the person and just want to increase your revenue potential from stale customers, don't even attempt to try this. You'll end up looking like an even bigger scumbag...

[You can find more answers to this question, here]

Question:

How should we approach customer service in the current economy?

Answer:

This isnt a f#&@cking math problem. It's a question about selfish behavior. Service is all ever really mattered. That's because people are all that ever really matters.

Stop trying to ration out your love to the customers that you think with reciprocate and start caring about making other people successful. You'll find yourself running headlong into outrageous success, regardless of the current depression the rest of your industry may be in...

[You can find more answers to this question, here]

Question:

What are the 10 things sales managers should be most worried about in maximizing performance?

Answer:

If a sales manager should be worried at all about maximizing performance, here are a few things that might concern them, that:

  1. Their sales people have the right attitude
  2. Their market has enough potential
  3. Their company understands the story
  4. Their industry fears their resolve
  5. Their community knows they care
  6. Their team avoids passive aggression
  7. Their culture rewards execution
  8. Their plan focuses on people
  9. Their own effort matches their expectations
  10. Their people feel important

And another thing -- "balance" shouldn't be a part of the discussion.

Try "harmony"!

[You can find more answers to this question, here]

Question:

What are your strategies for predicting demand?

Answer:

Create the demand you want to sell to...

Ideas: Reinvent new industry speak that specifically highlights your business advantages. Create new buying paradigm where your difference are considered "must haves". Alleviate product integration friction (a.k.a put more 30-day free mattresses in homes).

These are just a few quick top-of-mind ideas for you.

Selling based on "demand" is a matter of perspective (so a complete waste of time). What you perceive and what your buyer perceives can be dramatically different.

Instead of trying to "guesstimate", build a progressively expandable product opportunity that you can leverage for exponential sales growth.

By the way, a lot of the silly jargon I just wrote can be interpreted simply as "avoid the crowd, put in extreme effort, and listen to what your target prospects tell you they really want."

[You can find more answers to this question, here]

Maybe you agree.  Maybe you don't.

They're my answers.

What are yours?

By the way, the FOCUS network has hundreds of experts contributing to the hard questions that you want answered.  Stop by.  Search for the problems you want solved.  Connect with me, if you dare.