12Mar/070
Sales Training Minute Solution: Asking Questions
Remember:
- People buy for their reasons...not yours! You need to learn why they'll buy.
- You need to ask questions to determine why they'll buy.
- In a more complex sale - multiple motivations/reasons/choices to buy abound.
- Ask yourself, "What needs do I fill?" Then develop questions to get them telling you what they need.
- Ask yourself, "What benefits do they seek - then ask questions relative to the benefits your product/service delivers."
- Conduct a best question audit and use those questions.
- Master the art of follow-up questions (ex. "Why do you say that?" or "Could you tell me more."
- Answers will tell you exactly what and how to preset your product or service.
Is it that simple? Yes, it is. Just figure it out!
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!- Join the Sales Community
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