Want to know how to make a customer loyal and how to get the most out of your relationship with your customers? It's simple. Ask questions your competitor doesn’t ask! Whether it’s during an in-person sales presentation, over the phone or at a networking event, identify the types of questions every other salesperson just like you is asking their prospects. Examples might include textbook, unoriginal questions like, “How much are you currently spending on…?” or “How happy are you with you present suppliers?”
Knowing what questions your prospects are used to and tired of being asked is a powerful sales weapon. Because now all YOU have to do is NOT ask those questions!
So, create 2 lists: “Top Ten Most Common Questions Asked by a Salesperson in My Field", and “Kick Butt Sales Questions My Competitors Aren’t Asking.” Think of the best, most creative and most original sales questions you’ve ever used or heard. Questions that made customers smile. Questions that caused customers to stop in their tracks. Questions that enabled customers to share their needs and wants.
13 Kick Butt Sales Questions Your Competitors Aren’t Asking
1. How are you making it difficult for your customers to…?
2. How are you making it easy for your customers to…?
3. How many customers are you losing by…?
4. What are the benefits you’d like to see as a result of…?
5. What are the bottlenecks in…?
6. What are the three biggest mistakes being made by…?
7. What do you think makes the difference between…?
8. What excuses are preventing you from…?
9. What one word do you want customers to use when describing…?
10. When someone comes to your website, what's the ONE thing…?
11. When someone walks into your store, how do you want them…?
12. When was the first occasion you noticed…?
13. When was the last time you actually…?
Questions ARE differentiators. Make your own customized list based on your industry and needs, then start asking the hard questions. These questions will set you apart from the competition and change the way your customers do business. This will make them more successful and you will have a part of their success.
Copyright © 2001-2008 Dave Meholovitch. All rights reserved
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