TURN-OFF QUESTIONS
There are two terrible questions that were asked in the past by some sales people - and unfortunately, are still being asked.
You may have heard this question the last time you purchased a car.
First question:
"What would it take to get you into this car today?"
This is the sort of turn-off question that causes some people to view sales reps in a negative light - to regard them as too pushy.
Second question:
"Are you interested in saving money?"
What an insulting question. How many people would actually answer: "No. I don't want to save money."
DUMB AND DUMBER
There is a question that was taught in one of the most well-known sales training classes ever. This organization has trained thousands of sales reps over the years - with great success. But this one question is wrong on so many levels. Here it is:
"If there were a way you could get the best quality toner cartridges and save money at the same time, would you be interested?"
Duh.
People LOVE to buy (just look at the crowded shopping malls every Saturday) but we HATE to be sold.
On the other hand, when a consumer hears about something that could make their job and/or life EASIER, they will be motivated to listen and will want to continue the conversation.
THINK ABOUT THIS
As it relates to your product or service, what do people WANT or NEED?
What do they want to avoid?
(If you don't know, look at the prospect's web site before you make the call.)
The answers to these questions will give you the basis of your opening statements and questions to ask.
QUESTIONS THAT GET RESULTS
"Mr. [prospect's name], I'm [your name] with [name of your company]. We specialize in working with [type of business you are calling] in helping them to [something they want or need to get or avoid] so that they can [desired result]. I'd like to ask a few questions to see if this might be of some value to you."
Or -
"Mr. [prospect's name], I'm [your name] with [name of your company]. We specialize in working with [type of business you are calling] in helping them to [something they want or need to get or avoid] so that they can [desired result].
"Depending on how you're now handling [an issue they are dealing with] there is a possibility we might be able to help [describe how you can help avoid pain or gain pleasure]. I'd like to ask a few questions to see if this would be something you are interested in."
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