Our sales tip is be bold with your questioning. You see I think we don’t ask enough questions in business. And the reason is due to our parenting. Honestly! Young children are naturally very inquisitive. They ask lots of questions continually. We get fed up with it and teach them not to. “Don’t ask so many questions” “Stop being so nosey” etc.
But if you’re in selling and trying to build rapport with prospects, be bold. Use plenty of relevant questions and push it just that little bit further.
It is tempting to let things lie, and assume that the conversation is going better than it actually is.
If you really want to get to the core of their requirements, you could consider the following ;
- Who else do you buy from?
- Why do you buy from them?
- What would make you switch to buying from me?
- What might prevent you from doing business with me and my company?
- Do you believe we could offer you the products and services you would need?
- If there is one thing I could change about what we offer you, what would it be?
Any of these questions could help you unlock the potential with this prospect. They may be tough, and you may not like the answers, but then little in selling is easy is it?
We have an audio CD available on this key skill. Your can read more about questioning here.
To Market runs open courses across the Midlands and Eastern Counties. Our 2 day telephone sales masterclass covers questioning : what different types of questions there are, when to use them and how to build a good sales call around great questioning skills. Our courses are ideal for phone teams in Leicester, Northampton, Milton Keynes, Derby, Nottingham, Birmingham, Solihull, Lichfield, Derby, Nottingham, Loughborough, Peterborough, Cambridge, St. Ives, Newmarket, Wellingborough, Corby, Warwick, Stratford as well as wider parts of Leicestershire and Northamptonshire. Contact us for more details email@example.com