From the course: How to Run an Effective Sales Deal Review
Join today to access over 24,900 courses taught by industry experts.
Asking tough questions early and fairly
From the course: How to Run an Effective Sales Deal Review
Asking tough questions early and fairly
- When you're coaching your salespeople, you're going to want to ask questions, right? But the power of deal reviews lies not in getting answers. The power of deal reviews lies in getting your salesperson to think through each answer before they give it to you. Sometimes, that means asking direct, tough coaching questions. In this video, let's remind ourselves of the value of coaching this way early and fairly. How many times have you found yourself on a forecast call wishing a salesperson had taken more time to properly qualify a deal? Maybe you wish you had asked deeper, tougher, more insightful questions early in the sales process. Now, you're looking at this deal in the closing motion and thinking, "This isn't solid. This is going to slip. And if that happens, what does this say about my team's ability to deliver other numbers? What does this say about my brand of sales leadership?" You are not alone. It's a common dilemma many sales managers face. Do I challenge this deal or do I…
Practice while you learn with exercise files
Download the files the instructor uses to teach the course. Follow along and learn by watching, listening and practicing.
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.