So do you reveal the blockers and blind spots lurking in the dark corners

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While in some cases you’ll be successful at turning the tide in your favor, in all cases you’ll gain valuable insights that will help you better service that customer now or in the future.






Whether you’re in the initial or final stages of the sales cycle and whether you’re a sales rep or manager, promoting a continuous focus on helping your customer solve their key problems is always a winning strategy. Just remember to ask the most powerful question early and often!As sales leaders, our job is to help our teams develop their skills so they sell more of our products and services quicker and with less friction. So how do we do that? We arm them with powerful qualification tools, tactics to help them build credibility with clients, and do our best to help them reveal blind spots.




But despite our very detailed preparation, training, and go-to-market execution russia telegram data we often lose sight of the simplest things and end up with blind spots we’re not even aware of. In fact, most of the sales blockers we fail to recognize are often sitting right in front of us the whole time. For your team, even a small change to a key process can mean the difference between sales success or failure. For example, shedding one or two low-value responsibilities, being armed with a simple one-page overview of your integration strategy, or even a small change to a key process.





One technique I’ve found works amazingly well is adapted from one of my favorite books, The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results. It uses a simple focusing approach as a metaphorical flashlight and all you have to do is ask your team to complete this sentence: