You’re asking the wrong question in your sales meetings.

Most sales meetings go like this:

Manager: “We need to sell more of this product. What should we do?”

Other managers or sales team:

-“More sales calls!”
-“More marketing!”
-“Better pricing!"

No one ever yells out, “Add more value!”

Part of the reason we don’t hear that answer is we are asking the wrong question.

The question we should be asking is:

"What can we do to help our customers sell more of what they want to sell?”

Other good questions to ask:

-“What can we do to help our customers be more profitable?”
-“How can we make doing business with us 10 times easier?”
-“How can we save our customers time?"

Your sales process should be built around how to get the best ROI for your customers, not for your business.

Help your customers grow their business, and they will help you grow yours.


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Brad Telker
Vice President, Applied Systems Group at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of the Applied Systems Group, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.


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