Previous Blogs
Money Secured Is Better Than Money Promised
February 8, 2012
Is The Juice Worth The Squueze
December 29, 2011
The Game of Key Accounts
November 17, 2011
Forming Good Habits
October 17, 2011
E=MC Sales
August 25, 2011
The Road to Success is Filled With Potholes
July 22, 2011
Adapt, Evolve, Adjust to the Times
June 20, 2011
Setting Clear Expectations
May 6, 2011
Timing is Everything
March 24, 2011
Always Bring Your “A” Game
February 16, 2011
Uncovering The Decision Maker
January 12, 2011
Know When to Hold ‘Em, Know When to Show ‘Em
November 29, 2010
Innovation vs Rejection
October 14, 2010
I like it, but what's in it for me?
September 20, 2010
Seeing, Hearing, Feeling...The 3 Senses of Sales
August 24, 2010
Your actions speak so loud; I can’t hear what you are saying!
July 12, 2010
Sending the Right Message
May 31, 2010
2 Ears, 1 Mouth...
April 24, 2010
Play to Win!
March 21, 2010
Why does Winning Matter?
February 27, 2010
Why Do You Ask?
Tweet
March 24, 2012
We are all consumers, and we all have our own individual buying motives. Think about the last time you made a significant purchase…
- Why did you decide to make the purchase?
- What questions did you ask during the purchase process?
- Why did you ask those questions?
Of the 3 questions above, the one missed most often by sellers is the last one: Why did you ask those questions?
From the minute we are born and throughout our education, we are trained to respond to questions with an answer. In sales, we need to break this habit. We need to learn to dig deeper into what our customer is really asking and avoid any assumptions.
When a customer asks a question, it’s for a reason. For example, if a customer asks:
- What is your repair process?
We can ASSUME a million reasons why the customer asked that questions, but regardless of our knowledge and experience, we will never know the true motives until we uncover it. They could be asking because they had a problem with their previous company, or they may have liked what they had and don’t want a drastic change. Until the prospect comes out and tells us their intentions, we can never be completely sure. When building value with a customer, understanding “why” can be far more powerful than the content of their question.
Buyers will go with whoever makes them feel most comfortable about their purchase. Almost every buyer is naturally skeptical, and each one will have their own reservations sitting in the back of their mind. We can do an outstanding job at answering a prospect’s direct questions and think that we are giving them exactly what we are looking for, but if we don’t take the time to find out why those questions may be important and what’s really on their mind, we risk losing the sale to the unknown.