Increase Sales by Increasing Questions
Too many sales professionals believe that if they are talking they are selling. This type of thinking is misguided. The best sales professionals are excellent listeners. They realize that learning, and subsequently educating others, begins with listening. And the road to listening opportunities is paved by the asking of great questions. Keep in mind, there is an art to asking questions. We must be certain to be conversational and not interrogational. Also, the art of the question allows the sales professional to be in control of a conversation without appearing in control. This is a subtle but important distinction that must be understood or practiced during sales training. If you find that you are doing most of the talking when you meet with customers or prospects, think to yourself “Whoa Nelly.” Relax, ask questions, and listen. You will have plenty of time to talk. If positioned correctly, you will find that your prospects and customers begin to sincerely ask you for information. And that, my friend, is a beautiful thing.
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