Ask smart questions, they think you're smart. Ask dumb......

By Kim Peterson

Sales Truth:  Salespeople become known by the questions they ask.

Looking for a few Power Question lead-ins?

According to Jeffrey Gitomer's “Little Red Book of Selling”, try these…..

·         “What do you look for…?”

·         “What have you found…?”

·         “How do you propose…?”

·         “What has been your experience…?”

·         “How have you successfully used….?”

·         “How do you determine…?”

·         “Why is that a deciding factor…?”

·         “What makes you choose…?”

·         “What do you like about it…?”

·         “What is one thing you would improve about….?”

·         “What would you change about….?”

(Do you say, “What don’t you like about….?”

·         “Are there other factors…?”

·         “What does your competitor do about…?”

·         “How do your customers react to…?”

To use questions successfully, they must be thought out and written down in advance.  Develop a list of 15-25 questions that uncover needs, problems, pain, concerns, and objections.

Start practicing and by asking the right questions you’ll begin to see the real rewards!!

Next time I will uncover:  “The dumbest questions salespeople ask-and why they’re dumb”.