My litmus test for this is a question I ask of many: “Of the last 10 opportunities you were invited to bid on, how many did you decide not to bid?” The disappointing answer most of the time: “Almost none.”
Tag Archives: Sales
“Whiplash” Questions
We don’t hope that bad news won’t come up, we proactively ensure that it does. That’s selling suicide, isn’t it?! That’s why I call it a whiplash statement – it is intended to be provocative. If you were with another sales team member when you made this statement their head would snap your way (hence the reason we call it a “whiplash” question) with a look that says, “What in the world are you saying that for?!”