Sales Incentives: How High Is Your Sales Team IQ?

In sales, the ability  to ask intentional questions (IQ) is the difference between having an opportunity and having a winning opportunity.

A salesperson has a limited amount of time with each prospect,  and the quality of the information he or she receives in that time will determine the chances of getting a sale.  “Getting the most of each question means that the questions you ask  need to have intent behind them.”

Your sales team is your bread and butter. Treat them right with a sales incentive programs and you will be rewarded at month end

For example, too many reps stop at “Who do you currently buy from?” If  they follow up with”How long have you been using them? and Would you be willing to switch if you received a better solution?” you instantly know the depth of the current relationship and whether the person can make buying decisions.

Asking intentional questions provides you with an open door to uncover hidden needs of the customer.  Like someone who holds the combination to a vault, they aren’t going to willingly tell you what it is.  You have to skillfully ask questions to get the information you want.

It is recommended that sales reps write down the five most important questions they want every prospect to answer.
Discuss these questions in your next sales meeting.  If your top performers have different questions than your stragglers, point this out.

Learn how sales incentives can impact your bottom line.

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