By Keith Dugdale
People love asking about challenges in sales meetings.
In my many years of observing sales people, ‘What are your biggest challenges?’ would only be surpassed in popularity by an equally doomsday style question ‘What keeps you up at night?’.
Don’t get me wrong – asking about their challenges can be a very good question, and is certainly a better question than ‘what keeps you up at night?’ which has become as frequently used in sales meetings as Big Macs are seen in McDonalds. If you’ve built a level of trust with the other person before you ask it, it can definitely unearth a whole host of interesting information, and hopefully gives you an opportunity to give the other person lots of ideas about how they can tackle these challenges (and not just with your own product or service, of course).
But this doesn’t mean it’s a good question to ask everyone….and particularly to ask CEO’s.