Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is all about creating an experience early in the sales process for your customers.
Asking Hard Questions
You have to be willing to ask hard questions. These may not be the easiest questions to ask but once you do, they’d give you the respect and the time. They will recognize you and you will be seen as a valued professional. You will be seen as a consultant.
Why Questions Are So Powerful
Studies on the election showed that the likelihood of someone voting increases by 25% if they’re asked the question.
We have been conditioned since we were kids to answer questions. It’s a wired behavior that if you’re asked to do something, it enhances the probability it will get done.
The Benefits of Asking Good Questions
It helps you tail your presentations and it shows you’re listening and being mindful of the buyer’s needs.
Your brain and the buyer’s brain are wired to answer questions whenever asked. When the questions are meaningful, this stimulate our mind. Then you start to think. Studies also show they get excited when presented with meaningful questions.
Question Strategies You Can Incorporate into Your Sales Process
Start to ask then stop to get clarification from them in the process.
Redirect the person to where you want them to be by asking them a question in return. This helps you get back on track but be sure to make it sound natural.
The Science of Selling by David Hoffeld
Join the TSE Hustler’s League.
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.