In order to help your clients to achieve the success they desire, and for you to achieve the success you desire, you need to be more than a sales person. You need to be an advisor.
What questions should your ideal client be asking themselves about what they need to do to improve their existing performance?
You need to know what questions your ideal client should be asking themselves so that you can establish yourself as a business person and someone who has the potential to advise them.
What questions should your ideal client be challenging the people on their team to help them answer?
Leaders want to challenge their teams to take on new initiatives that generate greater results. Knowing these questions helps you to begin the process of building consensus and creating a vision.
What are the three or four potential threats to your prospective client’s business now, and what should they be doing about them?
No one wants to be surprised because they didn’t recognise a threat before it was too late. Being able to see around corners is one way you create value for your client.
What are the two or three opportunities that your prospect should be pursuing now, and why should they consider these opportunities?
If you were a good general manager, what would you see as opportunities? That’s the role you are advising, so you need to look through that lens.
Related: Sell Like A Human
What is your ideal client doing now that no longer makes sense or has been made obsolete (or should be)?
Sometimes improvement means you discontinue doing something you are doing now. What is that?
What threatens your prospect’s existing business model?
Business models need to change when circumstances change. Circumstances have changed. What needs to change?
What should their vision of their future include and why? What should it omit?
How can you help lead your client to the future if you can’t see it yourself? If you want to advise, you need advice. What is your view on all of these questions? What is your opinion as to what your ideal client should be focusing on now?