Asking the Right B2B Sales Questions the Wrong Way
Asking B2B Sales Questions Over the Phone?
Here’s How to Avoid Scaring Prospects Away
Knowing what to say and when to say it isn’t enough for selling by phone.
The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity over the phone and, in return, feel safe to open up and share the vital information needed for sales professionals to qualify/set up and close the sale.
Asking the Right B2B Sales Questions but Getting Little Results?
Let’s assume that we ask the appropriate questions at the correct times within the sales process; if the right questions get asked in the “wrong way, the prospect only feels one thing. “DANGER.”
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And when that signal gets raised, you can almost certainly forget about closing the sale. You are no longer viewed as a value-added resource. Instead, you’ll be back in the “pesky” salesperson column with the rest of the pack.
Here’s a simple way you can avoid having this self-inflicted derailment from happening to you:
It’s called role-playing – maybe you’ve heard of it? It seems to be a lost practice these days.
Role-playing is especially helpful when you are learning new sales techniques.
By practicing what to say, when to say it and how to say it, you shorten the learning curve of the new sales techniques you learn. You’ll experience tremendous success faster (i.e., Close more sales / write more business / make quota – you know, that sort of thing) with your new sales techniques than if you only “try them out” on live prospects.
A simple 20-minute role-playing session each morning will pay high dividends in short order as long as you’re practicing the right inside sales techniques.
I’m Not New to Sales. Do I need to Role Play?
Two schools of thought here:
1) If you are not hitting your numbers or had to switch from outside sales to inside sales, the faster you get out of your comfort zone and into a role-playing group, the faster you’ll start making more sales.
2) If you are hitting your numbers and are the top dog in the company, role-playing will help keep you sharp, but you will help the rest of the sales team improve their skills.
It’s a win/win all the way around.
– Michael Pedone
Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
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