 |
 |
 |
 |
 |
If I told you that you may be sabotaging your sales numbers by talking too much, would you believe me? I have met so many salespeople who think the only way to control the sales process is to dump an extraordinary amount of so-called wisdom on the customer. I would even have put myself in [...]
Last week, I shared how important it is to write out your questions before you meet with your customer.
Equally important is what happens AFTER your meeting.
Immediately after your meeting (as you sit in your car or back at your office), write down 3-4 questions you will ask this customer NEXT time you meet.
Some people wonder why I spend so much time talking about the type and quality of questions salespeople ask.
The reason is simple — so many salespeople put so little thought into their questions! And their sales motivation and profits reflect this neglect.
If you have not put the time and energy into making sure you are asking the right questions and follow-up questions, you need to kick things up a bit.
Ever head into a meeting with a customer thinking you will “remember” everything you want to ask?
You’d be wiser (and likely more profitable) if you write out your questions before you actually meet with the customer.
The big reason why I encourage people to do this is not what you think. You’re probably thinking it’s so you don’t forget what questions to ask. Yes, this is important, but it’s not the most important reason.
Do you know what’s wrong with the questions you are asking your customers and prospects?
I am fairly certain that I do.
 |
 |
  |  |
