How Good are Your Questions?
A great salesman uses questions to engage clients and bring out the best from them.
A poor salesman uses questions to bore their prospects.
Which one are you?
Nearly every salesman has a variety of questions that they ask their clients and prospects during a sales meeting. These include:
- How can we help you?
- What vendor do you currently use?
- What do you know about our product?
- How long have you used your vendor?
- If you could name three things that your vendor does wrong, what are they?
- What is your order volume?
- What price do you pay?
- What if I could get you a better deal? Interested?
- What is your budget?
- Can you make the purchasing decision or do you need to talk with someone else?
Here's the problem with these questions - they bore your customer.
It's Deja Vu all Over Again
Man, you ask the client all of these questions and get them to answer the questions. You now have a great list to go back to the office and prepare a proposal. You are psyched. But the problem is, your customer is bored. They hear these questions all the time. The sales representative from the current vendor asked them last week. They will probably hear them again next week from someone else.
You are now just like everyone else.
You thought that you benefited from the meeting because you got a bunch of information.
But here's the key: your client didn't gain anything from the meeting. Not. One. Thing.
The sales call went over things that the customer already knew. The clients that you asked really bored them as they didn't gain any knowledge from the meeting. It was like an interrogation to them. The same one that they undergo all the time. Yuck.
Question are a powerful took in the sales arsenal. Just be sure that you don't use questions to bore your client. They have heard all of them. Next time, we'll go over the proper techniques that will energize your client through questions.