10 questions to ask sellers and create content ideas that will drive leads and sales...

The recent theme in my coaching sessions has been helping coaches to work more effectively with sales teams.

A specific example is when you are working with sales teams to?collect and curate truly effective They Ask, You Answer content ideas?for videos and articles — content that will drive leads and sales.

A typical but terrible question to ask a sales team is: “What content ideas do you have for me this week?”

Of course, you might get lucky and land a few ideas, but this question isn’t going to get what you need from them. You need specific content ideas that will allow your team to create content to help buyers move through the buying process.

To get these specific and valuable content ideas from the sales team, your questions need to be focused and pointed.

You also want to make it as easy for them as possible.

Look at the way these ten questions are structured to get specific and valuable content ideas:

1. What are the five most common objections and questions you get asked on an initial sales call?
2. What’s a question or objection you have had from a buyer in the last week that continues to frustrate you?
3. In the past week, what’s an objection you received from a buyer that should have been addressed beforehand?
4. What are the three most common questions you get from buyers early on in the buying process?
5. In an ideal world, what should every buyer know and understand before they speak to us for the first time?
6. What’s a question a buyer asks that signals to you that they are not close to making a buying decision, or not truly ready to speak to a salesperson?
7. What are five reasons people DO NOT buy from us?
8. What do our buyers have to convince other internal stakeholders of?
9. What are your buyer's biggest doubts or worries (with respect to the product, service, process, company, or industry)?
10. What’s a question or objection you’ve had in the last week that you struggled to confidently address in the moment?

And so, next time you are working with your sellers, try using some of these questions and see what difference it makes to the content ideas you generate.

Enjoy!

Chris

PS.?If you'd like a weekly letter and more coaching resources/tips from me, go ahead and?subscribe to my weekly letter?that lands in your inbox every Thursday.

Photo by Jason Goodman on Unsplash

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