September 17, 2007PowerPhrase – What happens if you don’t do anything?
Colleen Stanley is an excellent sales trainer. She knows about the power of questions. For example, Stanley recommends raising objections before the prospect does by asking questions about them.
Say your prospect has the option of using in-house staff rather than hiring you. While you may prefer to avoid reminding them of that, you are better off if you ask about it first. Ask:
- Why don’t you use your internal team?
This way, you can address the pros and cons and have a meaningful dialog that is more likely to get you the business.
I like Stanley’s call to action question:
- What happens if you don’t do anything?
Contrast guiding by asking questions to pushing by telling them what you think. Questions allow people to discover for themselves – and you might learn some things in the process too.
You don’t have to be a sales professional to discover the value of questions. Last week, when someone was heaping blame on the wrong person (me), I remembered my questions, and instead of arguing, I started asking about what they were saying. We came to understanding.
Check out Colleen’s book.Growing Great Sales Teams
No Comments »
RSS feed for comments on this post.
| TrackBack URI
You can also bookmark
this on del.icio.us or check the cosmos
