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July 7, 2014    
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Are your Sales Staff asking the Right Questions?

It doesn't matter what kind of business you're in. It doesn't matter if you're a nonprofit. The basic principle is always the same ... whatever you're pitching, you want people to use it! It has always been that simple.

Therefore, the presentation must always be appealing and make sense to the potential buyer/user. To put that all together professionally, we must learn as much as possible about the prospect before blabbing the sales pitch and then praying for divine intervention!

Anybody who has been in a selling environment knows that asking open-ended questions is the key to learning about the prospective client and fitting the correct solution to the correct problem.
It's probably time to have a little get-together with your sales/development staff and make sure they have most of these questions at the ready:

- Tell me about your organization... and yourself?
- What do you like about what your current business strategy?
- What are you currently re-evaluating about this strategy?
- How does your decision-making process?
- How do you handle budget considerations?
- What other options are you considering?
- Tell me about the people involved in the decision-making process?
- What are the mile-markers we need to pass as we move things forward?
- Are you looking at other options and, if so, what are they?
- Who will be charged with justifying the Return on Investment (ROI)?
- How much support does this have at the executive level?

Answers to these questions, coupled with presentations that intelligently address them, will yield very profitable results.

We love helping Chambers achieve greater profitability. Give us a call at (805) 201-2881.
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2017 Archives
  - My Three Favorite Words for 2018 ... and Beyond   (11/27)
  - Making Connections ... Only Possible When Members Attend   (11/14)
  - Membership Reciprocity ... it's a Beautiful Thing   (10/30)
  - Frustrated?   Lonely at the top?   No support?   (10/15)
  - Mission, Schmission! ... Just Tell Your Story   (9/30)
  - What's the (Growth) Plan, Stan?   (9/15)
  - Dear Jeff (Bezos) - Part 3 of 3   (9/1)
  - Speak Up ... It's Strategically Beneficial To Do So   (8/13)
  - "I Beg Your Pardon ... Did You Say $1 Billion Per Day?"   (8/5)
  - The Pies Have It!   (7/23)
  - Possibly ... the Most Difficult Sentence to Complete   (7/10)
  - Ribbon Cuttings -- A Great Membership Opportunity   (6/25)
  - It's Time For Spring Cleaning   (6/12)
  - Five Key Reasons Chamber Members Join & Renew   (5/29)
  - Membership Benefits are NOT as Important as You Think - #1   (5/14)
  - You Must Tell Your Members What You're Doing For Them   (4/30)
  - Workforce Development ... Are You Involved?   (4/16)
  - An Idea for Learning What Your Members Want.   (4/2)
  - Make Sure You Gather the "Little Data".   (3/21)
  - Make Sure Your "Voice of Business" is Heard   (3/5)
  - Associations of Chamber Executives   (2/21)
  - Do People "Out There" Know What You Do?   (2/6)
  - Just published ... "The 21st Century Chamber of Commerce" White Paper   (1/23)
  - 2020 could be your Magic Year   (1/10)
2016 Archives
  - Ditch the Contact Form, Baby!   (12/11)
  - "About Lipstick and Pigs" (Part 2)   (11/27)
  - About Lipstick and Pigs - Part 1   (11/6)
  - "Mixers ... they're so 20th-century!"   (10/23)
  - Out-of-the-Box Branding   (10/10)
  - "Hot Deals" ... Really?   (9/25)
  - Sharing Membership Referrals   (9/10)
  - An Excellent Source of Membership Leads   (8/30)
  - A Simple Value-added Benefit for your Membership   (8/17)
  - It worked . . . Immediate Results!   (7/31)
  - A Simple Media Strategy for Your Chamber ... FREE!   (7/19)
  - "Brexit" ... Positive Chamber Outcomes   (7/3)
  - Problem-solver... "Yes!"     Savior... "No!"   (6/20)
  - I like Nathan Blecharczyk's attitude.   (6/6)
  - Are you Veteran-friendly?   (5/22)
  - Are you Relational or Transactional?   (5/9)
  - Can you say "Employee Benefit"?   (4/25)
  - Re-vitalize Your Board of Directors ... and Your Chamber   (4/9)
  - From Scotland ... a few thoughts   (3/27)
  - Young Professionals are Important + Framework2020   (3/13)
  - Just Announced ... the "Framework2020 Tour"   (3/1)
  - Money Talks so ... Make Sure it's "Happy"   (2/14)
  - Conflict of Interest & Local Government   (2/1)
  - It may be time to huddle!   (1/19)
  - And Your Mission Is ...?   (1/4)
2015 Archives
  - Introducing ... Focused Growth - "A-Team" Initiative   (12/7)
  - So ... Once You've Got 'Em, What's Your Plan?   (11/23)
  - Just a reminder!   (11/9)
  - Branding Your Chamber is a Serious Process but it Does Not Have To Be Difficult   (10/25)
  - It's Time for Someone to Step Up!   (10/12)
  - Give Them Something To Do!   (9/28)
  - Do You Want/Need a Membership Analysis?   (9/14)
  - Make Sure Your "A" Team is In Charge.   (8/30)
  - And the Fat Lady Began to Sing!   (8/16)
  - Do You Walk and Talk at the Same Time?   (8/3)
  - Helping people WANT to join your Chamber   (7/19)
  - 50% Membership Loss ... that's a Serious Loss of Revenue!   (7/5)
  - Don't Keep It A Secret!   (6/21)
  - Survey the Members that Matter   (6/7)
  - Helping Nonprofit Organizations   (5/20)
  - Helping Startup Entrepreneurs   (5/5)
  - The New Normal: Energizing your members to participate   (4/19)
  - Do you have a RAP Sheet?   (4/8)
  - What is your Real Retention Rate?   (3/24)
  - Challenging times require fresh thinking   (3/10)
  - Simplifying the Economic Development Discussion   (2/28)
  - Chamber Members want Education Programs   (2/11)
  - One of the great disconnects we choose to ignore!   (1/23)
  - The "New" Chamber of Commerce   (1/9)
2014 Archives
  - Do you have a Community Leadership Strategy?   (12/4)
  - Message for New Chairpersons of Chamber Boards of Directors   (10/22)
  - Tell your members about your business advocacy efforts   (9/2)
  - Stop the Exodus! Retain your Newer Members!   (8/4)
  - Are your Sales Staff asking the Right Questions?   (7/7)
  - Understand and use your volunteers better.   (6/22)
  - Invest in your Members. Remember who's paying the bills.   (5/5)
  - Understanding your local economy and how your members are doing   (3/20)
  - Tell your members about the 'SBA Emerging Leaders Initiative'   (3/7)
  - Why People Join the Chamber.   (2/22)
  - Please participate in the Survey.   (2/10)
  - Newsletters ... the Unfortunate Reality   (1/24)
2013 Archives
  - Are your Membership Goals Realistic?   (12/14)
  - Is your new Board focusing on membership Retention?   (11/11)
  - Happier Members means Happier Chambers of Commerce.   (10/15)
  - What about the "Younger Generation"?   (10/2)
  - What are you really developing?   (9/20)
  - What happens when the excitement dies down?   (8/26)
  - Using Technology for Education   (8/4)
  - Are you a "Member-centric" Chamber?   (7/23)
  - It probably won't be pretty but .....   (7/14)
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