Luke Murray grew a struggling sales team's revenue 33% in one week by teaching reps to ask "care questions" that show genuine concern for clients. He breaks down vague advice like "show you care" into concrete actions: specific questions to ask, tangible benefits to offer, and what to eliminate. The fix works because it matches teaching depth to each rep's skill level.
I took over the sales team of one of my companies and increased our top line by 33% in 7 days. This is how I did it. I told them to ask care questions to our clients, to just care. And unfortunately, I knew that that wasn't going to be enough because the actions that you have to take in order to demonstrate that you care are unclear to folks that haven't been in the sales business. So I had to say, What would be an example of actions you would take to care for folks? And they had some ideas, but I had to break down this concept of caring and say, actually, I want you to ask care questions. Don't make statements. I then told them, hey, these are ways in which you could build connection. Ask them what they're doing, about what they're wearing, about what they're, um, holding. I then had to have them think through what are all the things that we have to offer them, more good stuff we can give them. Wouldn't you want to give more good stuff to someone that you cared about? So there was a list of those. And then I had to ask them, what are all the bad things that we might be taking away from them? Again, if you cared about someone, wouldn't you want to take away bad things from them? And then not only did I have to clarify what those things were, then I had to help spell out what are the exact words you would say to ask about if they want to come have food with us, for example. So if you are trying to teach someone something, it's simply a question of how much do you need to break down your language for the specificity of your request until they actually get it? I mean, if they didn't speak English, I have to teach them how to speak English, but at least I could start there. So find that level and that's where you need to teach from and dig until you actually have found it. And don't assume that you could say, "Hey guys," You should ask care questions. Good luck.
