When and even WHERE you ask a prospect/client a question can make all the difference.
Let’s start with the When!
When you haven’t earned someone’s trust and you begin with questions that seem a bit forward, direct, intimate etc.
There’s a good chance your prospect will become guarded!
Not a great way to have a quality conversation.
Don’t get me wrong, we need to ask the tough questions and we need to challenge our prospects but;
A great question, asked at the wrong time;
Is just as ineffective as asking a sh*tty question!
Here’s a simple fix . . .
Look at the questions you typically ask and change the order of them by;
Starting with the safer, situational questions, to break the ice and create a conversation, instead of an interrogation.
Once you’ve done that (and earned the right to be more direct);
Ease into the more direct questions.
I teach my coaching clients to set up a listening station so they’re always on alert for trigger events.
A trigger event is something going on in your prospect’s/client’s world that dramatically increases the probability of needing your widget.
So imagine asking a kick ass question, right when someone is most receptive to having that conversation!
But timing ISN’T enough . . .
WHERE you ask questions matters too!
Changing the setting of your meetings and interactions can make a huge difference.
If you’re meeting a prospect, face to face, in a conference room;
The formality of that conference room might encourage a more formal interaction!
That can be a good thing but changing it up might lead to a less guarded exchange.
That’s why you should ask for a tour or if they’re visiting you, take them on a tour.
The beautiful thing about tours is that you;
Get away from the formality of a conference room!
Might be a good time to ask a few questions, no?
How about asking a few questions outside the office over a cup of coffee or lunch.
Keith Ferrazzi preaches something he refers to as “The Long, Slow Dinner” as a way of really getting to know someone.
Think about it;
No phones ringing, interruptions, Lumburgh poking his head in asking for TPS reports!
I know of a successful M&A guy who always has dinner with principals from the companies he intends to buy;
Prior to their formal meeting.
Why?
Because he finds the principals less guarded.
Rapport can be built, information gathered, etc.
Comes in handy when the formality of the negotiation begin.
How about saving some of the questions for an informal phone call between meetings?
One more thing about WHERE you ask questions;
The world has moved to more of an inside sales model so many of us conduct our discovery via phone, WebEx, Skype.
Sometimes people (especially when its a group call) can hide easier on a group call when its more difficult to do face to face.
You also have the ability to read body language better too.
Some food for thought as we continue to discuss the art of asking BETTER questions!
How To Ask AWESOME Sales Questions
Most of the challenges we face in sales can be traced back to the questions we asked (or didn’t ask) along the way.
Sadly, most reps ask questions mostly for informational purposes instead of;
- To Gently Gain Control and Guide Their Prospects and Clients
- Jump-Start Emotions To Create Urgency
- Establish Rapport and Credibility
- Create A Higher Level Of Engagement From ALL Of The Stakeholders Involved In A Deal
I Have 100 Sales Questions For You
I created a list of 100 questions to help you gain control, respect and ultimately;
Close MORE Deals!
I’m going to be sending my list of 100 sales questions out to all who register for our upcoming How To Ask AWESOME Sales Questions webinar.
We’re also going to discuss;
- Six Questioning Mistakes That Cost You Business
- How To Create An Arsenal of AWESOME Questions (You Know, The Ones Your
Competitors Fail To Ask) - 100 Sales Questions To Jolt Your Selling Efforts
- 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?
February 8th 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 In Case You Can’t Make It or You’d Like To Go Back For Seconds
PDF With 100 Sales Questions
How Much?
$99
Click HERE to register and to secure your spot!
