The Sales Evangelist

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A salesperson usually has a list of questions they want to ask a prospect. After all, understanding the prospect and their business is necessary to know if and how you can help them and their business. But often, these questions come across as overly prying. How do you fix this? By using Donald’s four tips to avoid sounding like you’re prying in their business.

 

Build rapport before you ask questions.

  • The private information you need will come only if the prospect feels comfortable.
  • You don’t have the authority to ask those questions when you first start interacting with a prospect.
  • The key? Don’t ask about the weather – surface-level questions don’t build the relationship you need. 
  • Ask more profound questions and provide thoughtful engagement to show the client you care about their result.

 

Let them know you’ll be asking tough questions. 

  • Think back to episode 1275 and episode 452 about rapport building and rule-setting, respectively – these elements are critical to establishing before asking questions.
  • Give a prospect everything they need to know before starting, and they’ll be much more likely to be okay with it.

 

Be mindful of your question phrasing.

  • The way you phrase questions or statements will change the impact of the question.
  • Softening questions by providing your reasons for the questions will make a prospect more likely to react positively and give a thorough answer. 

 

Educate them enough before you ask the question

  • Enter the room as a professional to be treated as a professional.
  • If a client recognizes someone as an expert, they’ll be more willing to divulge information.
  • Share relevant statistics that link to your question – it shows you know what you’re talking about, especially if you apply that statistic to your end result.

 

Put these points together, and your questions will not come across as prying; because you’ve done the research and methods to build a relationship with your prospect and show you deserve answers to your questions.

This episode is brought to you in part by Skipio.

Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real.

 

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This episode is brought to you in part by NetHunt CRM.

NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and  G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched.

 

NetHunt CRM offers TSE listeners a 40% discount for the first three months along with free user training and a dedicated Customer Success Manager with any pricing plan.

 

Try NetHunt CRM today at https://nethunt.com/tse.

This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.donaldk4.sg-host.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: donaldk4.sg-host.com/survey.

 

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