Increase Your Sales By Avoiding These Lame Sales Questions
- Author Kelley Robertson
- Published June 5, 2011
- Word count 566
During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, "When I’m talking to a new prospect I like to ask, "What do you know about us?"
An uncontrollable groan escaped when I heard this. But it got me thinking, what other lame questions do sales people ask? Here are a few that I’ve heard over the years and still continue to hear.
-
"What are your needs?" Really? You seriously think this question separates you from your competitor? Using this question automatically turns you into an order-taker, not a sales-maker.
-
"Are you the decision maker?" Although there is nothing technically wrong with this question, it usually results in a ‘yes’ response. A more effective way to get this information is to ask, "Who else do you normally consult with on decisions of this nature?"
-
"What is your budget?" Many people haven’t established a budget or don’t know what to budget for a particular purchase. Do them and yourself a favor and focusing on exploring their problems and presenting a solution that addresses those issues. Budget will become less of a concern.
-
"Do you want to save (insert money, time, or other lame benefit)?" Don’t insult my intelligence. Enough said.
-
"Do you want this (whatever the feature might be)?" I don’t even know what that feature will do so how can I possibly tell you if I want it. Oh, wait! If I say that then it gives you the opportunity to start talking about your product. Now I get it…
-
"Would you give me a referral?" I might if I knew what type of person or company you wanted an introduction to. Be specific and help your customer understand who would make a good referral. BTW: Saying "anyone" is NOT an effective reply.
-
"What do you know about us?" I know you like this question because when people say they don’t know anything about you it gives you the chance to start telling them everything you do. Unfortunately, this only serves to bore then and cause them to start counting the seconds until the meeting is over. Remember, the sales call and meeting isn’t about you; it’s about your prospect or customer.
-
"If I could show you (insert pathetic expression such as ‘how my product will benefit you) will you buy?" Really, dude? Can’t you come up with anything better than that?
-
"Are you ready to buy?" Perhaps, if I could figure out how your product or service would benefit me I might. But considering I just starting thinking about this purchase and you’re the first person I’ve talked to, I highly doubt it.
-
"Who else should I talk to in the company?" You seriously think I’m going to introduce you to my boss or colleague with an approach like that? However, if you help me solve a problem, I’ll be more than willing to introduce you to another department or division.
-
"Do you want to make more money, gain new clients, increase your sales, etc?" See response for point four above.
These questions seriously affect your ability to increase your sales. If you want to grow your business stop asking lame questions like these.
© MMXI Kelley Robertson, All rights reserved.
Do you know what sales blunders are costing you money? Get a FREE audio program, Sales Blunders That Cost You Money and two other sales-boosting resources by subscribing to Kelley’s newsletter at www.Fearless-Selling.ca or email Kelley@Fearless-Selling.ca
Article source: https://articlebiz.comRate article
Article comments
There are no posted comments.
Related articles
- Nerds and Geeks: They still live on!
- IQ Tests: History, Uses, and Choosing a Reliable Resource
- 8 Great Ways To Teach Kids About Oral Hygiene
- App Development as a Catalyst for Business Growth
- Costs of arranging a Mortgage in Spain
- TikTok and Instagram: Ways you will grow and learn.
- Mustang GT: Ford Motor Company is a Rising Force!
- 10 Ways to Transform Production Scheduling in Business Central
- Elevating Your Home with Bold Decor and Vintage Carved Doors
- The Ultimate Skin Care Guide for Every Weather
- Do I Need Insurance When I Rent a Boat?
- Casino Bonuses: How to Maximize Your Rewards and Enhance Your Gameplay
- Was Joseph Stalin a good or bad leader of the Soviet Union?
- Top 5 Slots with the Highest RTP: A Winning Guarantee or a Myth?
- The Thrill of the Hunt Discovering the World of Location-Based Entertainment
- How Much Is the Hermès Cleaning Fee?
- Does Hermès Offer Free Repairs?
- The history of gun control in Australia
- Digital Marketing
- How to Mix and Match: Tips for Building Versatile Outfits from Your Wardrobe
- The Significance of Commercial Cleaning Services in Auckland: A Key Element of the Modern Cleaning Industry
- How RTP Impacts Online Casino Gaming: A Guide for Players and Operators
- How Authentic Employee Reviews Boost Employer Branding
- How to Choose the Best Online Casino: 5 Simple Steps
- Guaranteed Auto Financing
- Transform The Mudroom for The Festive Season
- Rustic Thanksgiving Ambiance with Farmhouse-inspired Doors
- Master the Art of Gamification with Our Engaging App
- Some reflections about leveraging GenAI at scale within IT departments
- Why SureSIM Global is a Revolution in the Business Travel Industry