QUESTIONS BEYOND THE QUESTION
Recently when listening to a B2B sales call, a customer raised the question:
“Do you have _________________ in stock?”
The sales rep responded, “Yes, we do.”
This (order-taking) sales rep elicited the customer to respond with:
- How much?
- Is it available?
- Ok, let me get back to you….(click)
And the opportunity was lost.
Here’s what I suggest — Hold off on the word YES.
Instead, start with a question…
“If you don’t mind me asking, what’s prompting your inquiry?”
As a result of asking this simple question, your customer is instantly invited into the problem-solving process. They are more likely to share with you what’s behind the need besides pricing and availability.
YOUR SALES QUESTION CHALLENGE
Dig deep to find potential problems. Ask insightful questions to find out where your customer is having issues.
By discovering your customer’s issues, problems, and pain-points, you reveal circumstances where you may be able to offer new sales solutions.
Go beyond simply filling out product orders!
Ask questions to reveal what your customers really need. Find new and better opportunities so you can offer new and better deals.
By doing so, you will be guaranteed to increase sales and create stronger (more profitable) customer relationships.