In Customer Experience

Donald Kelly, TSE Hustler's League, The Sales Evangelist

Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is all about creating an experience early in the sales process for your customers.

Asking Hard Questions

You have to be willing to ask hard questions. These may not be the easiest questions to ask but once you do, they’d give you the respect and the time. They will recognize you and you will be seen as a valued professional. You will be seen as a consultant.

  • Write questions you can ask in each stage of the sales process.
  • The more meaningful questions you have, the easier for you to share the proper insights your buyers need.

Why Questions Are So Powerful

Studies on the election showed that the likelihood of someone voting increases by 25% if they’re asked the question.

We have been conditioned since we were kids to answer questions. It’s a wired behavior that if you’re asked to do something, it enhances the probability it will get done.

The Benefits of Asking Good Questions

  1. Meaningful conversations

It helps you tail your presentations and it shows you’re listening and being mindful of the buyer’s needs.

  1. Brain stimulation

Your brain and the buyer’s brain are wired to answer questions whenever asked. When the questions are meaningful, this stimulate our mind. Then you start to think. Studies also show they get excited when presented with meaningful questions.

Question Strategies You Can Incorporate into Your Sales Process

  1. The Start-Stop

Start to ask then stop to get clarification from them in the process.

  1. The Reverse

Redirect the person to where you want them to be by asking them a question in return. This helps you get back on track but be sure to make it sound natural.

 

Episode Resources:

The Science of Selling by David Hoffeld

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