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3 B2B Sales Questions No-One Uses Any More

3 B2B Sales Questions No-One Uses Any More

3 B2B Sales Questions No-One Uses Any More

So, you’re a progressive sales person, you understand the concept of asking great B2B sales questions and then listening.

And, it works, you’re doing ok.


But, do you ever wonder why some sales questions are more powerful than others?

How some sales questions push the sales process forward more quickly and others seem to cause the conversation to stagnate?

Ever thought about why ? How maybe what you could do to incorporate more of the former types of sales questions? Possibly avoiding more of the later?

3 B2B Sales Questions You Can Definitely Ditch if You’re Looking to  Impress Your Prospect.

No-one uses these any more, and I’ll explain why now, so you won’t fall into the trap that anyone can slide into once they start falling asleep at the sales wheel (selling by rote!)

B2B Sales Questions to Avoid:1

What Keeps You Awake at Night?

Never ask the prospects this.

I was with an MD a few weeks ago, and up until I went in, he’d done the sales training for his team, and this was his favorite question to have his sales team ask their prospects.


In today’s sales arena, the sales person should have a fair idea of what’s troubling the decision maker before they even start.

Sales people do their research before they get to the prospect.

Now, well prepared, well researched sales professionals will use their very precious decision maker time to demonstrate value, explain how they’ve solved challenging problems, in fact this same problem, for many people in the decision makers industry.

They’ll use the time to explore impacts, challenge the buyers thinking maybe, reframe the problem and potential solutions, explore details.

One thing they won’t do is ask the buyer what’s causing him to lose sleep at night.

This question was regarded as the go-to’ question in solution selling, but with the onset of challenger selling methodology, this is no longer the case.

Historically the buyer might have been happy to be pumped for information about his business/challenges/competitors/problems/implications and all that…now, the buyer is more likely concerned with very quickly learning from you if you can help him or not and what value you bring to his business…

So, don’t fall into the trap of thinking ‘the buyer’s talking and sharing so all’s good’. Instead be concerned with how much the buyer is educated, entertained and enlightened at the scope of solution you can provide, the experience you have and the credentials you can provide to prove it.

Likewise, you can also ditch:

Tell me about your industry and what’s happening now? (That’s what Google is for)

How competitive is your industry sector? (check out Frost and Sullivan, Mintel, Euromonitor, The Economist, FT, Wall Street Journal)

Instead, if you’re really looking to add value and bring an additional and unique dimension to the prospects thinking, you’ll need to get comfortable with telling the prospect three things:

  • What key problems you’ve solved
  • For who
  • And how

So any questions you ask should be geared around driving curiosity so that the prospects response is ‘ you know, we’ve been struggling with the same thing…tell me how you did it’

B2B Sales Questions to Avoid:2

Tell me about your business?

For the same reason as above, a professional sales rep knows that this question is redundant if he’s done his research.

You should know the prospects market place before you tip up and waste his time.

Instead, you might want to ask about market conditions versus particularly strong competitors within the buyer’s space? Frame your discussion around relevant new market advances and the implications to the buyer’s organisation? Pending legislative changes? Buyer trends and future growth plans for the business?

It is a peer to peer exchange after all.

All these are more valid exploratory questions simply because these questions will uncover information that won’t be readily available in the public domain.  Instead adopting a more curious mindset also allows you, the sales person, to assess ambition, extent of the issue to be addresses and potential solutions that have been explored and adopted/ditched.

The perfect fertile ground for you to present your disruptive, unique and ROI loaded solution based on facts, emotional, logical and finacial.

Diagnoses before analysis just makes you yesterdays sales has been.

B2B Sales Questions to Avoid:3

Tell me about your competitors

Your buyer is not interested in hearing his words reformatted and parroted back to him.

Your prospective buyer wants a fresh look, and independent view point, and unbiased appraisal. He wants your take on his competitors and how they are fairing.

Unlike a few decades ago when a buyer expected you to know not some much about his business, industry and sector, that’s not the case anymore.

Your buyers expect/demand to be educated, informed and entertained by you with your insightful, independent, considered experience and creativity.

Summary:B2B Sales Questions to Avoid

Selling has changed.

Sales people are catching up…or trying to.

Prospects and buyers expectations have changed.

Get rid of with old sales techniques. Ditch the tired sales scripts, dated sales pitches. Improve the quality of your B2B sales questions and magic happens. And you get to easily demonstrate the value your buyer needs to see to make the right decision.

Happy Selling


If you’re currently reviewing your sales training or sales coaching needs and would like to discuss how to improve your sales results contact Carol on 0779 002 1885 or email

Likewise, if your sales potential is just that…potential. Or you’d like to improve sales performance but just don’t know where to start, or if you’d need to health check your sales function, then take a look at or Sales Insights Service 

Free Sales and Business Development Insights.

Sales and business development insights into your inbox every Wednesday. Great for team meetings, sales training sessions and daily huddles – register here – totally free – The Advanced Business Achiever

Higher Sales Performers use Sales ROI – Do You?

Higher Sales Performers use Sales ROI – Do You?

If You’re Not Using Sales ROI….

When Sales ROI is such a powerful sales tool then you are a fool!

I wish there was an easier way to say this, because it’s not nice, but well there isn’t.

If you’re offended then hopefully you’ll think about working differently. Hopefully you’ll be offended enough to do something about it.

If not, well…

What is Sales ROI?

Great question. Forget about all the hot leads you wish for.

Those warm prospects.

The incoming calls and the warm word of mouth referrals because unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could.

Even worse, your sales cycle will be longer than it needs to be, therefore your margin will most definitely be lower than it should be AND you’ll waste so much time.

Forget about reaching sales targets early, if at all.

Get used to the month end stress of shredding your sales pipeline just to get a zero margin deal in before month end!

Selling £1 Notes For 10 Pence

When I first started in sales, I quickly found out that some people just don’t want what you’re selling.

On that day, in that way, in that colour.

With those terms blah, blah, blah.

You know that type of buyer.

Those prospects who wouldn’t consider buying a £1 note for 10 pence an ok deal. You notice I said ok and not great.

So, I decided.

I wanted to avoid those sales prospects as often as I could.

I wanted to find serious prospects ASAP because those guys I could convert fast, with a high margin and with a total win-win solution.

Those buyers, they respected the value I bought to the table and I understood what they needed. Happy days.

Sales ROI and Risk

All I needed to do was to realistically prove that by buying my service/product they would GAIN GREATER RETURNS than whatever money they would ever spend with me.

The faster I got that PROOF out the way, the faster the close came because in many instances, prospects aren’t as worried about the cost of the purchase as they are about the risks involved in the purchase.

And guess what? As an added bonus, hardly anyone queried my prices because they didn’t need to any more, because they knew they were going to win, because I’d proved that too them before I asked for their business.

Sales ROI can do that because that’s what it’s designed to do.

56% of buyers claim that one of their key requirements for buying is that they enjoy the sales process.

Sales ROI ticks that box too…it’s the easiest and fastest way to engage the buyer in the process.

It ticks the logical box, it gives evidence to support their emotional decisions.

Why wouldn’t the buy?

You know, that is EXACTLY what my buyers used to say too!

Why Doesn’t Every Sales Person Use Sales ROI?

I’ve seen lots of sales people simply not be able to get their head around doing it…primarily I think because they don’t like talking about money (don’t ask)

Other sales people, well, they’ve told me they like selling how they are selling and that’s good enough for them. Good enough is such an interesting turn of phrase don’t you think…I guess their salary is good enough too, and they life, and their car, and their house…just good enough…

But let me tell you this.

The sales professionals that get it, try it, adopt the Sales ROI sales structure as their own, those guys that have some fun with it, that use it to reduce buyer defenses and so get rid of objections and boring and long sales processes, well those guys just never look back…AND their customers love them.

Discover Your Sales ROI

Come along to any of our sales training course – all through the UK – in house and open – just fill out your details and email me or call 0779 002 1885…let’s have a chat.

Happy Selling


p.s. You can check out our online sales program TurboCharged Sales, or come along to one of our monthly Sales Improvement Sessions where we show you exactly how Sales ROI works for you…

p.p.s. Hop over here and collect your free subscription – Hot Sales and Business Development Tips – straight to your inbox weekly – perfect for feeding weekly team meetings, daily huddles and coaching sessions – it’s free and spam free too

For an online sales improvement and business development plan – check out TurboCharged Sales

B2B Sales Skills Training Course | Sheffield

B2B Sales Skills Training Course | Sheffield

B2B Sales Skills Training Course – Join us now – just one day to boost the sales results in your business. You’ll learn how to increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin.

Hit the link – The Sales Improvement Workshop

This is the only sales skills training course to define the relationship between key sales skills, daily sales activities and their relationship with success.

There are 10 key reasons why sales don’t close.

This sales skills training course addresses every single one of those reasons, so you get to close more sales, more often and with greater margins.

There are daily sale activities that boost sales and sales activities that stifle sales.

Find out how to do more of the former and less of the latter.

And, if you’ve ever wondered what it takes to become a high performance sales person, now is your chance to discover if you’ve really got what it takes.

Sales Skills Training Course – All for just £97 per person (+vat)

This is the fastest way to reset your sales skills, review your sales ambitions and refocus your attention of what it takes to be a sales closer, because if you don’t do it now, then when will you?

B2B Sales Skills Training Course

Ask any business leader about the relationship between the sales activities and sales results.

Ask about the business development skills of the sales team and the sales results of the business.

They’ll all tell you there is a very direct,  important and ultimately business success defining relationship between daily sales activities, the level of skills and motivation of the business development effort and the turnover and margin achieved in the sales team.

You’ll not find a single sales leader able to disagree, because they all know. Some activities and skills sets yield positive sales results, some suck sales out of the business.

The key is knowing which is which!

You’d be surprised.

Here’s another thing they’ll tell you: that if they could fully realise the extraordinary sales potential that exists within their team then they could dominate their sector, and smashing target would never be an issue.

You’re probably the same?

All that sales potential. Sat in your offices. All costing you a small fortune. Some performing. Others performing not so much.

All that sales potential, just waiting to be set free.

What would that look like for you? For your business? Your industry reputation?

Find out here – start your journey today, because if you don’t sign up, then you better hope your competitor don’t sign up either – The Sales Improvement Workshop

Just 1 Day – The B2B Sales Skills Training Course to Improve Your Sales Skills and Sales Results, Sales Motivation and Drive.

Spend just one day attending the Morton Kyle Limited B2B Sales Improvement Workshop and discover everything your need to DO to make sure sales targets are smashed.  See how to get sales conversion rate climbing, where you’re no longer having to discount to get the order signed because you don’t need to.

Just like you won’t need to waste your time with unprofessional buyers who mess you about, because you’ll be too busy. Too busy serving the needs to people who see just how much value you bring to their organisations.

This is the sales skills training course to radically reprogram how you think about selling. Discover how YOU sell best and ultimately, how much you’ll earn for your self, and your business.

If you’ve ever wanted to find out how much you could really bill if you fully realised your sales potential, then this is the sales and business development training course for you.

Discover if you’re got more to give in your sales career.

You see, sales potential is great to have but it won’t get you very far. Whether you’re a sales person, a sales team or a business, your sales potential will never make you rich. At some point you have to release that potential. You have to DO something with it…

Here’s your chance.

Reserve your seat now – The B2B Sales Improvement Workshop

Sales Skills Training Course

Don’t wait. It gets filled quickly.

Here’s how you sign up to reserve your seat now, because if you don’t do it now, when will you do it? The B2B Sales Improvement Workshop

To run this course for your sales team internally as a closed bespoke/inhouse course – hit the link – Fixed Price B2B Sales Training 

To discuss a bespoke sales skills training course, sales improvement and business development course for your sales team email or call 0779 002 1885

Happy Selling.

Carol. 0779 002 1885

p.s Are you looking for regular Sales and Business Development hints, tips, training, success stories and how to fact sheets straight into your inbox (all spam free) weekly? Check this out – The Advanced Business Achiever 

p.p.s. Need a Sales Improvement Program to embed in your sales team and your business – check out TurboCharged Sales . The 21 day step by step guide to boosting sales performance on a rinse and repeat cycle.

This sales skills training course is designed to up skill existing sales professionals. It will bring structure and discipline to new sales reps. For all levels of sales teams it will boost motivation and confidence.

The B2B Sales Improvement Workshop is the sales skills training course to clarify the relationship between daily sales activities and sales success.