Start Asking Questions
Did you ever ask a sales question (or two) that you’d like to take back & erase from your memory; and everyone else’s too, for that matter.
And even if you haven’t inserted a foot into your mouth, you can certainly think of a dozen awful sales questions to ask. Well, here’s a gem to add to your list of things never to ask: NO QUESTION AT ALL. If it happens, then at least one of these things is going on:
You’re not capitalizing on answers to advance the dialogue.
You’re not reframing your questions (same question, different context)
You’ve made the sale, but aren’t inquiring to find new sales opportunities.
You’re hesitating to ask more questions, because you aren’t certain about what to do with the answer and don’t want to open up a can of worms.
You’re afraid of making your prospect feel like he or she is being interrogated.
You’ve simply forgotten to ask more questions (yes, it happens).
The only way to be an effective salesperson is to develop your ability to probe effectively.
In today’s highly competitive world – one in which companies look alike & sales professionals have difficulty differentiating – you’ll succeed by learning about your prospect’s company, industry and challenges – not just the specifics of the project itself.