Great sales people are strategic listeners. They work hard to be viewed in a strategic light.
- They ask great in-depth questions about the customer’s problems and
- They demonstrate knowledge about the customer’s business via the quality (not quantity) of the questions they ask
Great sales people are focused on learning by first asking questions about the customer’s business. This is not about using the same list of questions for every customer. It is about…
Doing advance work:
- Determining the customer’s most current list of strategic projects.
- Asking clarifying questions about those projects.
- Understanding for Anything that may be bought, what the Urgency and Importance of Buying the Product or Service Might be
Ask enough questions to get strategic knowledge so you can explain how what you sell can help the customer BETTER achieve their Strategic Goals. In short, your motive is to help improve the customer’s understanding and effectiveness by explaining their problems and needs to you.
By asking clarifying questions, you help the buyer perceive you as having a level of respect and understanding that is, unfortunately, all too rare in sales professionals today.
Sales Thought: By NOT talking about the product you sell, you will create an interested buyer.
By taking a consultative approach from the start, you lead customers to respect you and what you are trying to accomplish. In most cases, customers will want you to keep asking questions because this helps them clarify the issues they are facing for themselves. It
Sales Thought: If the Prospect will NOT engage with you about their business, it is Likely that they are not a prospect at All. They are just filling out a List and Wasting your Time!
Think about it: If you are asking good questions, and the Prospect is really interested, WHY would they not engage with you?