This is episode is part two of the discussion we had last week on Episode 655 where we talked about how you can create an experience for your customers, specifically around the idea of asking powerful questions.
Last week, I discussed how to do the start stop question. This week, I’m going to teach you how The Reverse actually works and how you too can use this strategy to help you create more powerful experience for your customers.
This involves answering the question with a question.
Customer asks: “What kinds of features does your system have?”
Then you answer this with:
“Well, it depends. What kinds of features do you want to see? “
Take control of the meeting.
One common mistake I see from sellers when they encounter a question like this is they immediately jump out and use everything.
You have to take control of the meeting. Take control of the conversation.
You can give them some answers but you still have to make sure you’re in control. Otherwise, the buyers want to take you every which way and it’s not going to work.
When the Price Question Comes Up
When this question comes up in the very beginning, you know they’re just trying to fish you out. So try to turn the question to them.
Sample answer: How much do you print everyday? (If you’re selling copiers)
Slow down. Get composure. You don’t have to answer all the questions right away.
Situations where you can use The Reverse:
- When people are trying to throw you off.
- When people are trying to dominate the conversation.
Going Beyond Surface-Level Questions:
The reason for asking questions is for you to be able to dig deeper into the issues of your customers.
Surface-level questions will only give you surface-level answers. This does not bring enough value. Go deeper down into the process.
This allows you to share something that they may not have considered. Help them recognize a problem other companies might have which they may not have thought about and which poses them to think.
The Science of Selling by David Hoffeld
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