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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.
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