Questions a Salesperson Asks
The best salespeople ask the best questions. Questions such as:
“How would things improve with this solution?”
“What sort of return on investment would you require for this program?”
The first question is encourages the prospect to come up with their own answer on the value of the solution which is almost always better than the salesperson just giving their answer. In some cases the prospect may require some education to understand how to calculate value, but it is always better if they calculate it themselves.
A client of mine who supplies steel likes to ask “What’s it for?”An excellent question. Usually they are just enquiring about structural steel, but if it is for a house, they may also need reinforcing mesh for concrete, roofing, gutters, fencing and gates.It is his way of asking “Do you want fries with that?” but before he can ask that question, he needs to know “What’s it for?”
What are the probing questions you have for your buyers and do your staff know them as well as you?
All you need to do now is to Empower yourself and take action …
May Your Business Be – As You Plan It.
Dr Greg Chapman – The Profit Whisperer
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