Blog

5 Questions to Uncover Hidden Business Opportunities

One of the things we talk about often is how to help our agents become complete technology advisors to their customers. The idea is that when you sell just one product or service, you are inevitably leaving a significant chunk of change on the table. Whatever 'silo' you as an agent are primarily in - whether it's IT consulting, telecom sales, managed services, etc., with TBI as a Master Agent, you are capable of providing any of the other technology services that are outside your 'silo'. In fact, there is no reason you can't be providing your customer with all of his technology needs.

We propose that no matter what services you consider to be your core business, it's in your best interest to take some time and dig a little deeper into your customer's business to get a sense for their broader technology needs and trouble spots.

When you ask your customer the right questions, you will more often than not find larger opportunities that are just waiting to be uncovered. Here are five sample questions to help you uncover these opportunities, and make sure you're not leaving sizable funds on the table for a competitor to scoop up:

  1. When was the last time your company did a complete top to bottom technology review?
    Why is it a good question?
    It shows that you are a strategic, big-picture thinker and are concerned with your customer’s entire technology infrastructure. This question sets the stage for you to reinforce your position as your customer’s complete technology adviser.
  1. I’ve taken care of your immediate needs, but let’s talk about what your company is going to look like in 5 years.
    Why is it a good question?

    It shows you’re not just looking to close a sale today. You are invested in the long-term success of your customer’s organization and want to make sure the technology you sell him today is capable of growing with his business.

two businessmen shaking hands in office

  1. I understand your decision making process as it pertains to x (telecom, managed services, etc.), but what about the other technology needs of your company? Are you also involved in that?
    Why is it a good question?

    When you ask this question you are showing your customer that you understand his organization has a process for decision-making and you are not looking to skirt that process or cut corners. This shows a level of respect for him and his company, which will surely be appreciated.

  1. Have you ever met one of those sales guys who keeps digging and digging and wants to be your best friend and sell you everything under the sun? I’m that guy.
    Why is it a good question?

    Self-deprecation can be refreshing. Asking this question shows that you’re an ordinary person who can poke fun at himself. At the same time, it opens the door to a broader conversation about the other services you can offer.

  1. Thank you so much for doing business with me. But there must be something I’ve missed. What have we not talked about that’s giving you a headache?
    Why is it a good question?

    Humility goes a long way on a sales call. When you ask this question you’re showing your customer that above all else, your number one priority is solving his pain and you’re assuring him that he can trust in your ability to do just that.

 

About TBI
TBI is the nation’s leading Master Agent serving more than 2,000 agents throughout the country. With extensive knowledge and industry expertise, TBI is a one-stop source for unbiased advice on a vast array of services from more than 50 providers of voice, internet, data, mobility, cloud, and managed services. Agents work with TBI to simplify quoting, benefit from an award-winning support team, and earn high commissions. For more information, email info@tbicom.com.