Sales Questions . . . One Of The Best Kept Secrets To Getting Surefire Selling Results Is Asking The Right Questions
Asking superior sales questions will always exceed your
sales prospects and customer's expectations because it's a mjor shortcoming
for most salespeople.
Selling isn't easy. The easier it looks, the more difficult
it is. Just ask any successful selling pro.
One of the biggest mistakes salespeople make, especially
new salespeople, is they talk too much and that's putting it mildly.
Some salespeople feel compelled to show up and throw-up
on their prospects and customers.
There is a better you know!
In reality, the less you say the smarter you'll
sound. But you have to get your prospects and customers talking about
their interests, issues, and challenges.
The simple selling technique to do this is to ask the
right sales questions.
Why do so many salespeople talk so much. I believe there
are two primary reasons. One has to do with insecurity. It's the misbegotten
belief that you can impress your sales prospects and customers by telling them
everything you know about a particular subject. This is simply untrue.
The other factor has to do with knowledge or the lack of
it. You see many salespeople don't know what they don't know. Unless their employers
provide sales training which emphasizes selling skills, they probably don't
ask any good open-ended sales questions.
They can't help it if they were never taught how to ask
qood questions.
One of the problems with excessive talking is it puts you
in a group with a gazillion other mediocre sales reps. The other problem is
that it's difficult to learn anything about your sales prospects and customers
when you're doing all the talking.
I'm a great believer that the road to selling success
is paved with lots of good sales questions.
A good question stimulates listening.
A good question stimulates a healthy conversation which
is essential to successful selling - it's also a huge sales tip you should never
forget.
I didn't always appreciate the value of asking good sales
questions.
But I do now.
In fact, if I had to identify just one thing that has contributed
to my selling success during the last 19.5 years - that one thing would be the
questions I ask during a sales call.
I believe it's vitally important to be asking good questions,
so much so, I wrote a book on the subject titled, "The 12 Best Questions
To Ask Customers."
It's a small book that packs a big knockout punch for
you.
Imagine how it will make you feel, being able, maybe for
the first time in life, to get your sales prospects and customers to open up
- I mean really open to you. The more you learn about them the easier it is
for you to help them solve their problems. Isn't that really what selling is
all about - solving customer problems?
You might want to read this book before your competitors
do.
Use
this link to learn more about this powerful book.
It's easy to read and even easier to apply to your business.
Asking questions is more important than having the
right answers.
Learn more
about asking the best sales questions here.
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