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Sales Question:
"I frequently get stumped by prospects responses to my sales questions - What should I do?"
Short Answer: Ask Better Questions!
Long answer:
This weekend I had the privilege to witness several high schools compete in a mock trial competition in Tampa, Florida as students taking law electives battled it out in an actual court room with real judges at the helm, with each team having to take turns being the prosecution and the defense.
During one of the mock trials, a student in the "prosecution role" became visibly frustrated when he wasn't getting the answer he needed out of a defense witness, no matter how many times he re-asked the question.
When the trial was over, the judge addressed each student (in front of the entire audience) and gave them constructive criticism.
His advice to the prosecution attorney / student:
"If you don't like the answer, maybe your question was the problem!"
How true is that!?! Not only for attorney's but for salespeople as well!
As I watched this situation play out in the court room, I could easily see how this same scenario happens everyday with salespeople and their prospects:
- Salesperson makes call;
- Gets prospect on the phone;
- Asks a few questions;
- Doesn't get the response they were hoping for;
- Salesperson tries again - get's same response;
- Both parties get frustrated and then the call ends.
Think Like a High-Powered Attorney to Close More Sales
Attorney's and salespeople have a lot in common.
Namely, they are paid based on their performance. The better each performs, the more cash they earn.
Before ever picking up the phone, be prepared well in advance of what questions you are going to ask, why you are going to ask them, who you are going to ask them to and be ready for the responses you'll get.
The days of being "Captain Wing It" are over.
Asking better, smarter engagement questions are essential to becoming a high powered sales earner.
Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)
8-Week B2B Sales Improvement Program
Learn How To:
- Eliminate "No, Thanks", "Not Interested" & "We're All Set" Responses from Cold and Warm Calls
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- How to Really Qualify (I'll show you a better way)
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone
Get Next Available Workshop Dates / Times / Registration Information Now!
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