Is It Time to Play Detective?

During a sales training workshop I conducted recently, the term “investigate” kept cropping up. It started with a participant saying, “We need to investigate why they (the prospects) are saying that.”

If you have read my blog or articles for any length of time you know that I am a huge advocate of asking plenty of questions during the discovery phase of a sales conversation. Needless to say, I loved the use of that word!

Many salespeople think they are good investigators. However, the reality is that they often start their investigation only after a prospect expresses an objection. A true sales detective takes a different approach.

She asks high-value, tough and penetrating questions early in the conversation rather than waiting until her prospect resists or pushes back. A good sales investigator understands the importance of uncovering all the pertinent information that will influence the outcome of the sale before he pitches his product, service or solution. It’s a simple concept—at least in theory.