Sales Calls That Make an IMPACT!

July 29, 2008 by Scott Olsen

Your ability to help your customers identify their issues and define the IMPACT that unresolved issues have or will have on their business and in their lives has a direct correlation to your success in sales.

The one element I see sales people overlook, ignore and/or avoid during sales calls is the activity of asking questions that uncover impacts. I’ve heard reasons for avoiding asking impact questions like…”Isn’t the impact obvious to the customer,” “It’s like putting salt on the wound” and “It’s uncomfortable to ask impact questions.” A generic example of an impact question could be, “If the issue that you are describing goes unresolved, how will this impact your business or your life?”

One critical observation I’ve made when listening to my client’s sales calls is that when a customer begins to share the impacts that unresolved issues in their business may bring… the tone of the conversation changes. The conversation goes to a different level, it’s becomes more authentic as the customer becomes more vulnerable. If the customer is willing to share impacts it is also a sign that you have done a good job establishing trust and credibility.

How do you make sales calls that make an IMPACT?

→ 3 CommentsCategories: Listening Skills, Questioning Skills, Sales Skills, sell, selling

3 Comments so far ↓

  • Niya // Aug 1, 2008 at 12:26 am

    I’m so curious what this means. What’s an example of asking the question that uncovers the impact?
    –Niya

  • scottolsen // Aug 1, 2008 at 12:34 am

    Questions that uncover IMPACT, help uncover cause and effect. A funny example might be… “If you continue to eat jelly donuts for lunch everyday, how will this effect your health?” “Eating the jelly donuts for lunch everyday” is the cause and the effect is what we are trying to get the customer to realize and articulate, in this case…poor health, low energy, expanded waste line, etc. If the potential impact is great enough, the customer may have enough leverage to take action and make a change… with your products or services.

  • Nick Moreno // Sep 28, 2008 at 10:23 pm

    Thanks for the sales article.
    I believe “listening” is a must sales skill. To listen, you need the right questions.
    Thanks again,
    Nick

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