By now, you’ve identified what good sales probing questions are for your customers or territory. Hopefully what you have learned and applied to this area has helped you grow your sales!
I want to introduce something to you called Customer Profiling. If you’ve heard of this before and tried it, you’ll know how affective this can be. If you have never heard of Customer Profiling, then you’ll realize the benefits almost immediately.
The idea behind Customer Profiling is that you generate a document and keep a running history full of questions, business model questions, and other related items or tasks that help you get the big picture of what your customer site looks like. It will help you identify problem areas, areas of growth, or areas that your customer. Often times, you can spot new trends and ways to sell your product or service based on those profiles that you generate.
The challenge here is identify your top 5 lowest performing account. Sit down with each one and identify what they have in common. If they have a lot, generating your questions about them should be easy. You want to bring out what each account is as individually as you can, but your questions could also be tailored to meet anyone’s account in general.
As an example, I could be talking to a fortune 500 about their Data Backup and Archival needs. Already knowing that this will more then likely be fairly large. I start asking them questions from my profile about how their business was the following year. I may also have questions about what their current environment looks like. There will be questions about what solutions they look at when they are evaluating.
The idea is to develop as much information as possible about your account to help give you that bigger picture. As you practice this, you’ll get an understanding of what you can do to turn these accounts into money makers.
If you would like an account document generated for you based on your account base or territory, please email us thesalescorner@gmail.com and we will be glad to help generate your top 10 questions for FREE!
The Sales Corner is a leading resource for 100% Free Sales and Marketing and Business information to help you grow online and off! I'm Matt Geier -- I created The Sales Corner. 
