FREE Sales Lesson: Why We Need To Ask Great Questions!

by Paul Castain on January 18, 2017

Image result for stupid questions

Why should we ask great questions in sales?

At a basic level, we’re looking for information.

And yes, at a higher level, we’re trying to find “the pain” but;

There’s so much more that a great question does for us (and the recipient too).

In this FREE sales lesson, I outline several things that great questions do and WHY they will make or break the sale!

No time?

Download it and listen to it in your car or on that flight you’re about to take!

Go ahead, I triple dog dare ya!


Download this episode (right click and save)

When Was The Last Time You Revised Your Questions?

Come join us  On January 26th, at 11:30 am EST, for our How To Ask AWESOME Sales Questions webinar.

I’m going to be sharing over 25 ideas and tactics with none of that “Look for the pain” or “Make sure you ask open ended questions” BS. You don’t need to pay someone to regurgitate that stuff!

Instead . . .

I’m going to be talking about things like . . .

  • Six Questioning Mistakes That Cost You Business
  • How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
    Competitors Fail To Ask)
  • Five Types Of Questions With Examples
  • The One Type Of Question That Helps You Take Control
  • The One Type Of Question That Dramatically Increases Your Credibility
  • Three “Questioning Flight Plans” That Can Help You Get BETTER Results
  • How To Create A Conversation Instead Of An Interrogation

To learn more, please click HERE or the banner below.

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underestimating the power of your questions

Many times we look at questions solely as a way to get information but;

There’s quite a bit more!

Great questions allow YOU to take control of the conversation without being controlling or manipulative.

Great questions jump start emotions. Emotions get prospects off the fence.

Great questions lead your prospect on a path of self discovery instead of being exposed to a sales pitch. Which one do you think is more believable from your prospect’s perspective?

Great questions lead to better communication. Better communication leads to better relationships (Kind of important in sales, no?)

Great questions create rapport and credibility. Do you think people judge us based on the questions we ask?

I guess I could go on and on but since we’re talking about questions;

When was the last time you took a good look at the questions you’re asking prospects and;

Made sure they’re so good;

That they help you create some of the things I just mentioned instead of;

Only helping you get some information?

Please take a moment to think about that then;

After you do that, make a note to be more intentional with regard to the questions you’re asking and;

If you could use a few suggestions, come join us for our How To Ask AWESOME Questions webinar on Thursday, January 26, at 11:30 am EST.

I’m going to be talking about things like . . .

  • Six Questioning Mistakes That Cost You Business
  • How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
    Competitors Fail To Ask)
  • Five Types Of Questions With Examples
  • The One Type Of Question That Helps You Take Control
  • The One Type Of Question That Dramatically Increases Your Credibility
  • Three “Questioning Flight Plans” That Can Help You Get BETTER Results
  • How To Create A Conversation Instead Of An Interrogation

To learn more, please click HERE.

How-To-Ask-AWESOME-Sales-Questions

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question 6

If you’re like most sales people, and you come across a blog post on asking better sales questions;

You roll your eyes and you automatically think;

“Here’s another repackaging of all those open ended and closed questions I learned when I was a sales padawan”

Or maybe you’re thinking . . .

“You’re going to tell me to ‘look for the pain’ right?”

Boy are you mistaken! In fact, you couldn’t pay me enough to regurgitate that garbage!

There’s SOOOOOOO much more to asking kick ass questions than clinging to that stuff!

On January 26th, at 11:30 am EST, I’m going to make you absolutely LETHAL when it comes to the sales questions you’re asking!

Here’s what you’ll gain by joining us;

  • Six Questioning Mistakes That Cost You Business
  • How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
    Competitors Fail To Ask)
  • Five Types Of Questions With Examples
  • The One Type Of Question That Helps You Take Control
  • The One Type Of Question That Dramatically Increases Your Credibility
  • Three “Questioning Flight Plans” That Can Help You Get BETTER Results
  • How To Create A Conversation Instead Of An Interrogation

When?
January 26th at 11:30 am EST.

Can’t Make It?

Sign up anyway and you’ll get the replay later that afternoon. View it at your leisure!

What Do You Get?

(1) 90 Minute Webinar With Action Based Tips and Tactics

Worksheets

Webinar Replay

Bonus eBook (Sent The Following Week)

How Much?

$99

Click HERE to register and to secure your spot!

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I read an interesting article, where the author was trying to make a case, that solution type selling is dead.

The author stated that most buyers already know what they want, and have already done extensive research so;

Doing a needs analysis would only aggravate the buyer!

I’ll address my not having any f*cks to give about annoying a buyer in a moment but let’s start with;

“Buyers already know what they want”

The truth of the matter is some REALLY know what they want and some THINK they know what they want.

A needs analysis will help clear that up.

“Wanting” something is important but oftentimes it holds what a buyer NEEDS hostage.

A needs analysis will help clear that up.

And when it comes to the information that’s available out there;

I can’t tell you how many times I’ve seen studies that were misinterpreted, quotes they were never said by a particular person, and overall crappy advice.

And truth be told, many of us are a tad guilty of thinking, that all we need to do is a few Google searches, and we’ll become knowledgeable in any subject.

Want to see an extreme version of this?

Look at all the people thinking they contracted some serious disease just because they read about their symptoms on the internet.

A Little Knowledge Can Be A Dangerous Thing

What if you heard about a Doctor, who allowed his/her patients to self diagnose and then treat them based on their diagnosis?

I would imagine that conversation to go something like this;

“Hey put that stethoscope away Doc and no need for X-Rays and blood work, I know exactly what’s going on! Oh, and while we’re at it, what’s your best price for bypass surgery?”

People often tell me that example is completely different than one in a sales environment.

I respectfully disagree!

Why?

Because in BOTH cases it’s malpractice!

YOU have an obligation to your clients, to determine IF you can help them.

Once that’s determined, you have an obligation to make sure you provide them with the most appropriate solution possible.

In order to do that, you need to have a thorough understanding and;

Last time I checked, an “I already know what I want so don’t ask me any questions” approach,  just doesn’t help to facilitate that understanding.

And as far as aggravating a buyer with my questions because they know what they want;

I think that’s more of a testimonial to why you need to ask more intelligent questions but even so;

I’ll be nice about it and explain why it’s still necessary to ask a few questions but;

If they were insistent on NOT allowing me make sure their “self diagnosis” is spot on;

In good conscience I would shake their hand and wish them well but;

I will never allow anyone’s discomfort, in my obligation to do my job, stop me from doing so.

Said another way;

Tough sh*t!

Don’t ever allow anyone (or any article on the internet) to pressure you into sidestepping the process.

When Was The Last Time You Revised Your Questions?

Come join us  On January 26th, at 11:30 am EST, for our How To Ask AWESOME Sales Questions webinar.

I’m going to be sharing over 25 ideas and tactics with none of that “Look for the pain” or “Make sure you ask open ended questions” BS. You don’t need to pay someone to regurgitate that stuff!

Instead . . .

I’m going to be talking about things like . . .

  • Six Questioning Mistakes That Cost You Business
  • How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
    Competitors Fail To Ask)
  • Five Types Of Questions With Examples
  • The One Type Of Question That Helps You Take Control
  • The One Type Of Question That Dramatically Increases Your Credibility
  • Three “Questioning Flight Plans” That Can Help You Get BETTER Results
  • How To Create A Conversation Instead Of An Interrogation

To learn more, please click HERE or the banner below.

learn more June 2016

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Image result for questions

If you’re like most sales reps, you’re looking at the questions you ask your prospects all wrong!

At a basic level, we’re looking for information.

And yes, at a higher level, we’re trying to find “the pain” but;

There’s so much more that a great question does for us (and the recipient too).


Download this episode (right click and save)

When Was The Last Time You Revised Your Questions?

Come join us  On January 26th, at 11:30 am EST, for our How To Ask AWESOME Sales Questions webinar.

I’m going to be sharing over 25 ideas and tactics with none of that “Look for the pain” or “Make sure you ask open ended questions” BS. You don’t need to pay someone to regurgitate that stuff!

Instead . . .

I’m going to be talking about things like . . .

  • Six Questioning Mistakes That Cost You Business
  • How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
    Competitors Fail To Ask)
  • Five Types Of Questions With Examples
  • The One Type Of Question That Helps You Take Control
  • The One Type Of Question That Dramatically Increases Your Credibility
  • Three “Questioning Flight Plans” That Can Help You Get BETTER Results
  • How To Create A Conversation Instead Of An Interrogation

To learn more, please click HERE or the banner below.

learn-more-sc-2015

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