Ask Questions vs. Just Answer Them

For sales professionals, everywhere.

When I roleplay/practice with salespeople and play the part of the salesperson as a way of demonstrating the behavior I want them to follow, I am very conscious of my intention and behavior in the interaction: I am focused on what they are saying, use voice and body match, listen deeply and reframe their words and recreate their emotion, and ask more questions in response to what they say. These are all teachable actions and they all require repeated practice.
successful.png
The last one – ask more questions in response to what they say – is a critical skill to adopt and repeat. When I observe salespeople in role play or on the floor, I see that they TELL the customer something in response to what they say instead of telling and asking another question.
For example:
Customer: “Is this solid wood?”
Salesperson: “Yes it is.” ADD” Can you tell me what’s important to you about solid wood?”
I also find this step is lacking when discussing money. Example:
Customer: “Is $1500 the price for this sofa?”
Salesperson: “Yes.” ADD: “Will that price work for you?”
Know what you need to know and ask until you get it…including Asking for the Sale.
Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy
Advertisements

“Their hand on the front door”

  For sales professionals, everywhere.   One of my very favorite top producing salespeople worked for Star Furniture in Houston for years. When she first arrived there, she leap-frogged over the longstanding #1 salesperson and never looked back. As I am always … Continue reading

Obstacle or Vehicle?

For sales professionals, everywhere. When evaluating a sales interaction with a customer, ask yourself: Am I paving the way for them to make a decision or am I IN the way of a decision happening? I observe salespeople inadvertently blocking … Continue reading