Wednesday, 7 December 2011

Sales Managers often ask me, "Why don't many sellers ask the "right" questions?"

Here are my findings directly from the sellers themselves.....
1. “I will lose control of the call.”
2. “The client will think I am not prepared”
3.  "The client might object."
4.  "I don't want to risk offending the client"
5. "Questions might raise negative issues."
6.  "My job is to have answers – not questions."
7.  "I’m experienced and I ALREADY KNOW THE ANSWERS"

Please feel free to add any other reasons which you have heard or felt yourself as a comment .... 
Posted by at 13:37

1 comments:

  1. 1. He who controls the questions – controls the call
    2. GOOD! A concern is a buying signal
    3. Objections are a way to find out more about the clients
    needs through his/her concerns
    4. If you preface the question you CANNOT offend anyone
    5. see #3
    6. Depends on the quality of the questions
    7. A mindreader? Could you tell me the lottery number for
    Saturday please?

    ReplyDelete

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