Three Compelling Questions to Ask in Any Sales Campaign

Written by promotiondept

September 16, 2018

Last Updated: Mar 21, 2018
Are your sales mpaigns chasing the wrong prospects? Make your sales efforts more successful by asking these three questions before your staff chases that next big sale.

One thing that the most profici salespeople instinctively and intuitively do on a consist basis is to focus on the right deals. They seem to have their own builtin or hardwired qualifition for accurately and effectively assessing their sales opportunities. They clearly don’t chase every deal that’s placed in front of them. It’s like they have a sixth sense about working on the right deals…the deals they have the best chances of winning. They n quickly examine 10 deals and determine which ones they should focus on immediately and which ones n be placed on the back burner.

Every salesperson believes that her deal is one she n win, d she has access to the right resources. But how n a salesperson consistly evaluate all of the deals they are currly pursuing? Using a common langu and a structured, repeatable process for analyzing each sales opportunity makes it easier for the salesperson, as well as the ire sales organization to answer that question!

There are three compelling questions that should be asked in each sales mpaign to qualify the opportunity. These questions, and the corresponding underlying criteria, should be examined at multiple times during a sales mpaign. They should certainly be asked near the beginning of a mpaign to determine if a real sales opportunity exists and should be pursued by the salesperson. They should be asked again if there’s a nifint change to the customer’s business profile or to the comitive landspe during a sales mpaign. It might also be appropriate to pose the questions yet again if there is a major change to the profile of the sales organization (i.e., the introduction of new solutions).

The three compelling questions are:

Is there a project or applition associated with this opportunity, a corresponding budget and has the budget been approved? Do we understand the customer’s business drivers, business initiatives and compelling for the customer to implem a decision or is the customer simply gathering information? Developing an in”depth understanding of the customer’s business, their key customers and comitors are important compons of this compelling question. Since time and resources are limited, it’s important to determine that the opportunity being pursued is a genuine opportunity ” worthwhile of our investm in both time and resources.

Solution fit is but one compon of whether you n be comitive in a sales mpaign. Are there enough internal or external resources available to come successfully for the business? Are there existing business relationships established with this customer? Do we understand the formal and informal decision”making processes and n we impact those processes? Does our solution offer specific business value that enables us to differiate ourselves from our comitor(s)?

Knowing how our company, as well as our solution, relates to the specific sales opportunity n be key ingredis to winning the deal. Being able to realistilly contrast that information with that of our comitor(s) is another important factor of assessing this compelling question.

This compelling question is the most important one and also the one most overlooked in sales mpaigns. Many opportunities are lost even if the salesperson has the best solution, the best delivery and even the best ter and conditions. This question deals with how well the salesperson understands the customer’s organizational structure that reveals the inside support necessary to win the deal.

Do the most powerful people in the customer’s organization want us to win? Do we have credibility with the customer’s key players? Most importantly, is there politil alignm with the key players in the customer organization who either affect or are affected by the buying decision? Finally, what facts support these assessms of our customer relationships?

Contrasting these with that of our comitor(s) n have a nifint impact on our decision to continue to pursue a sales opportunity.

Examining each of these three compelling questions at multiple times during a sales mpaign n be compared to an airline pilot examining their pre”flight checklist. No matter how many times a pilot has flown a certain plane, they meticulously examines that checklist prior to each and every flight, probing each question, using a structured and methodil approach. They clearly don’t want to be surprised in the midst of a flight and does not want to anything to chance.

Although it may only take a few minutes for a salesperson to examine those three compelling questions and some of their underlying criteria, you will find that it is time well sp and by doing so you’ll increase your chances of winning those key deals! 

RELATED: How to Stop Wasting Time on the Wrong Sales Prospects

Dr. Steve Bistritz is the founder of SellXL and has more than 40 years of high-tech sales, sales manm and training manm experience. He just released the 2nd edition of his best-selling sales book, Selling to the C-Suite. Visit his website at

Business Know-How/Attard Communitions, Inc. is a participant in the Amazon Services LLC Associates Program, an affiliate advertising program dened to a means for sites to earn advertising fees by advertising and linking to



Happiness is for those who plan well and pursue. A profound among us have been proven those who have true dream to live for likely REALIZED IT. It is just simply the person working toward the DREAM days and night until accomplishment. There is a phrase of efficiency a head of you. Steps and obstacles at first seem tremendous. However, just with some times those difficult steps and challenges are so easy performance for you. There are also plenty of tools including VISUALIZATIONS and helps are around you.

You May Also Like…



  1. viagra price - viagra in the united kingdom viagra pharmacy
  2. buy viagra cheap - buy viagra cheap WALCOME
  3. can i buy viagra online - can i buy viagra online WALCOME
  4. cheapest viagra - cheapest viagra WALCOME
  5. buy viagra without getting ripped off - buy viagra without getting ripped off WALCOME
  6. viagra - viagra WALCOME
  7. viagra cheap - viagra cheap WALCOME
  8. buy cialis online - buy cialis online WALCOME
  9. over the counter viagra - over the counter viagra WALCOME
  10. ceclor 250mg tablets - ceclor 250 mg otc
  11. celebrex 100 mg coupon - celebrex 100mg uk
  12. celexa over the counter - where can i buy celexa 10mg
  13. how to purchase cephalexin - cephalexin 500mg otc
  14. cipro without a prescription - cipro tablet
  15. slot machine - play casino online
  16. online casino real money usa - casino games
  17. car insurance policy - car insurance quotes
  18. 1 hour installment loans - best installment loans
  19. cbd oil vs hemp oil comparison - cbd oil for anxiety
  20. cbd oil for arthritis - health benefits of cbd oil
  21. cbd oil side effects constipation - best cbd oil for pain and inflammation
  22. cbd oil for sale in colorado springs - benefits of cbd hemp oil
  23. cheapest essay writing service uk - free online paper writer
  24. essay writing - homeworks of america
  25. clonidine 0,1mg over the counter - clonidine 0,1 mg cost
  26. clozaril cheap - clozaril 25mg over the counter
  27. colchicine otc - colchicine price
  28. cozaar united states - cozaar 100 mg for sale
  29. cheap diamox - diamox no prescription
  30. differin generic - differin 15g coupon
  31. erythromycin otc - erythromycin 250 mg pills
  32. cost of etodolac 200mg - etodolac 200mg otc
  33. flonase nasal spray 50mcg tablet - flonase nasal spray 50mcg cheap
  34. hyzaar generic - cheap hyzaar 12,5 mg
  35. imitrex price - imitrex for sale
  36. where to buy imodium - where can i buy imodium 2 mg
  37. a fantastic read - her response
  38. indocin 25mg tablets - indocin without a doctor prescription
  39. where to buy lamisil - lamisil 250mg without a doctor prescription
  40. cheap levaquin - levaquin 250mg online pharmacy
  41. lopressor 25mg nz - lopressor over the counter
  42. macrobid coupon - macrobid 50mg medication
  43. meclizine without a prescription - meclizine generic
  44. mestinon for sale - mestinon 60 mg pharmacy
  45. micardis 80mg cheap - micardis 40mg for sale
  46. mobic for sale - mobic over the counter
  47. periactin 4mg without a prescription - periactin 4 mg for sale
  48. phenergan nz - order phenergan 25mg
  49. where can i buy plaquenil 400mg - where to buy plaquenil 200 mg
  50. prednisolone 10 mg without a doctor prescription - prednisolone usa
  51. prevacid 30 mg pharmacy - prevacid otc
  52. how to buy proair inhaler - proair inhaler 100 mcg cost
  53. procardia 30mg online - procardia purchase
  54. pyridium uk - pyridium 200 mg pills
  55. toprol cost - toprol otc
  56. tricor 160mg tablet - tricor without a prescription
  57. where to buy vantin 100mg - vantin 100mg coupon
  58. how to purchase zanaflex - zanaflex for sale
  59. zithromax medication - zithromax 250mg australia
  60. why not look here - this contact form
  61. zocor 40 mg purchase - zocor online
  62. zovirax without a prescription - zovirax tablet
  63. zyloprim tablets - buy zyloprim
  64. sildenafil pharmacy - sildenafil tablet
  65. buy tadalafil - where can i buy tadalafil
  66. furosemide tablet - where to buy furosemide 40 mg
  67. escitalopram 5mg pharmacy - escitalopram purchase
  68. aripiprazole cost - aripiprazole online pharmacy
  69. how to purchase spironolactone 25 mg - spironolactone coupon
  70. fexofenadine cost - fexofenadine 120 mg cheap
  71. glimepiride 1mg usa - glimepiride 4mg coupon
  72. meclizine online pharmacy - meclizine generic
  73. buy atomoxetine - atomoxetine 18mg without a prescription
  74. donepezil 5 mg medication - donepezil prices
  75. irbesartan 300 mg price - irbesartan for sale
  76. dutasteride 0,5mg online pharmacy - how to buy dutasteride
  77. buspirone 10mg medication - buspirone 5mg coupon
  78. clonidine 0.1mg nz - clonidine over the counter
  79. cefuroxime online - cheap cefuroxime 125mg
  80. citalopram australia - citalopram price
  81. how to buy cephalexin 500mg - cephalexin pills
  82. cost of ciprofloxacin - ciprofloxacin generic
  83. where can i buy clindamycin - order clindamycin
  84. rosuvastatin 5mg price - rosuvastatin 20mg united kingdom
  85. tolterodine pills - tolterodine 1mg without a doctor prescription
  86. acetazolamide united kingdom - how to purchase acetazolamide
  87. how to purchase fluconazole 150 mg - cost of fluconazole
  88. phenytoin over the counter - phenytoin 100 mg cost
  89. oxybutynin 2.5mg without a prescription - oxybutynin without a doctor prescription
  90. amitriptyline coupon - how to purchase amitriptyline
  91. buy permethrin - where can i buy permethrin 30g
  92. estradiol without a prescription - estradiol australia
  93. cheap etodolac 400mg - where to buy etodolac
  94. glipizide 5 mg canada - glipizide 10mg cost
  95. buy isosorbide - isosorbide coupon
  96. order propranolol 80 mg - propranolol online pharmacy
  97. terbinafine 250 mg nz - terbinafine 250 mg tablet
  98. order levothyroxine mcg - cheap levothyroxine mcg
  99. how to buy gemfibrozil - gemfibrozil 300 mg tablet
  100. metoprolol online - order metoprolol
  101. metoclopramide 10mg online - metoclopramide 10 mg coupon

Submit a Comment