The Right Questions asked the Right way at the Right Time are the key to sales success.
Practice is the key. New sales reps need to find opportunities in their normal day to practice leading conversations using questions. Seasoned reps need to vary their repertoire and keep adding new questioning techniques.
An attitude of curiosity makes all the difference. Make sure to suspend assumptions when you are in sales situations; let your questions lead you to the truth.
Authenticity is paramount. Everyone and I mean everyone, can see through a “move” and when they do, you lose credibility. Being authentic means you turn off your “head talk” when selling, listen intently and ask questions in response to what is said, not to what you think you “should” ask.
Ask questions with a purpose in mind. Re-frame from asking willy-nilly questions, or asking questions just for the sake of feeling like you are using sales techniques. When you ask a prospect a question you should have an idea of the territory you want to explore, otherwise, you are wasting valuable time and missing real issues.
It’s important to remember that sales is a profession that requires on-going practice and learning; yesterday’s techniques are truly yesterday’s news!
Happy Selling!
