5 Stupid Sales Questions That Can Ruin Your Prospects

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5 Stupid Sales Questions That Can Ruin Your
Prospects
As salespeople, asking questions is a fundamental
skill. Talking to prospect customers is not as
important as asking them questions, because this
is a great way to understand what the potential
customer needs, and in fulfilling that need,
make a sale. Yet, asking the wrong thing is worse
than not asking anything. This is because some
questions can leave a wrong impression on the
buyer about you or the product/ service you are
selling. It might even damage the relationship
beyond repair.If we are being honest, buyers do
require assistance in making a purchase on a lot
of things. Yet, they hesitate before approaching
salespeople for help. This does not help either
the customer, nor you, the salesperson. And
sometimes, its just the wrong things that your
sales guys you are asking. You have to speak to
them and make sure that they arent wasting time
on such questions. You may have to invest in
sales training to ensure that they have the
right questions.
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So lets look at some common questions your sales
team is getting wrong How are you? This is a
common question that most of us start with. While
it is not wrong in itself, it is a formality
that even the customer realises is just a filler
for you to gather your thoughts. They know that
you are probably not even listening as you are
formulating the right approach for them. It may
be effective, but when every single salesperson
is using this question to begin a conversation,
its time you change your approach. A better way
to start would probably be to start with the
issue directly, like, Are you considering buying
this? Let me tell you about its functions. This
way, they avoid the awkward chit-chat and you
immediately catch attention with information that
is immediately relevant to them. Consider sales
consultancy for your sales employees so they get
the conversation right. The important thing is
to make the customer trust you, and if he thinks
that your conversation starter is a cliche, the
opportunity for sale might pass. What budget
are we working with? This is another question
that salespeople think will make the process
easier. But obviously, the customer is aware of
why you are asking this question. They will
almost always not reveal their budget, which is
already a strike. An effective salesperson has to
first understand the customer need, and estimate
their spend capability. There is no point in
asking questions that will not get you a
straight answer. This might seem like a small
first step. But successful sales trainers advise
that this question should be avoided with
customers. Related Blog 7 Simple Reasons Why
Your Sales Training Program may Fail Can you
tell me a little bit about your business? This
question will straightaway tell your potential
customer that you have not put any effort into
the conversation. This information is always
available, and effective salespeople would have
done the research before even saying hello.
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Sales trainers emphasise that this is a terrible
question to ask a potential buyer. Even related
questions such as What are your pain points? or
what is your competition? do not show you in a
good light.
Do you have a minute? No! This question is not
even true. Do you think the customer does not
know that it will take more than a minute for
you to pitch the product? Will this encourage
him to trust you to give valuable information, or
has the customer already made up his or her mind
that you are only repeating the pitch you almost
always use? So their answer is going to be
No! Instead, a better way to start a call or
conversation is by asking if this is a good time
to talk. The potential client is almost certain
to say yes, its a good time. All you are asking
for is if the customer can talk to you. They are
now invested in the conversation, and you have a
better chance of closing the deal. Would you
like some time to think about it? This question
is tricky at best. At first glance it might seem
like a good idea to give the customer some space
to think about the purchase. Otherwise you are
worried you might come across as pushy. But the
truth is, you might be letting the sale get
away. Sales trainers and consultants will tell
you that you have to engage your customer in a
way that they will be ready to be persuaded. When
you are in
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the middle of the pitch, if you take your foot
off the accelerator, you are letting them lose
interest. They are likely to get distracted with
something, and all the effort you put into the
pitch will be lost. These questions might not
make or break a sale, but they weaken your sales
game. Sales training can make sure that you and
your team build a strong gameplan on approaching
potential customers. Source https//www.yathart
hmarketing.com/5-stupid-sales-questions-that-can-r
uin-y our-prospects/