Thoughtful Thursdays – Asking questions is not enough
I work with a lot of people who are new to sales and a common topic of discussion is sales call planning. It is not unusual to have the conversation about sales call planning and learn in our the follow up meeting that the planning part has not yet been adapted. On the surface, sales appears to be easy, but it definitely not.
Today’s sales thought is about asking your prospects the right questions to get the information you need to facilitate the buying process.
If you want to close more sales faster, then it is important that you get the information you need faster and sales call planning is key.
Good questions begin with defining what information is required and identifying who has the answers
- List what do you need to know – one item per line
- Who has the information you need – each line should have a contact name
- One question is often not enough – you may have to ask who has the information
- Prepare your questions
- Read and edit – be sure the questions seek the information you are seeking
- Customize your approach to the person you are going to ask if possible. Prepare different ways to ask the question in case you need to. What is clear to you may not be to your prospect
- Be mindful not to bombard your prospect with a barrage of questions – it may take more than one meeting
- Analyze the information you gather and move to the next step in your sales process
Remember that it is process and some take longer than others to complete. Be relentless.
Asking questions is not enough, they need to be the right questions.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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