National Sales Center

Hear Sales Questions, Then Ask Sales Questions

Probing is a key sales skills so reps are trained to ask a ton of sales questions. The goal is to uncover a need for the product or service being sold. However, reps are not the only ones with sales questions. Prospects also have questions and their sales questions open the door to salesmanship.

Let’s start by breaking some rules about sales questions from prospects. Don’t immediately answer them. Instead, when you hear a sales question, think of another question. Let’s put this sales technique to work.

Prospects may ask sales questions about a product’s capabilities. For example, a prospect may ask if a copier can make color copies. Too many sales reps fall over themselves to say “yes”. When they do, they miss out on a great opportunity to practice advanced sales skills. I say don’t answer that question but instead think of another sales question.

If I were asked if a copier could make color copies, I’d ask my prospect how they would use it. I want to hear a long list of applications before I say “yes”. This technique allows prospects to sell themselves on the need for a color copier. When you hear a sales question, ask a sales question.

“Can I get it in blue?”
“Why do you ask?”
“Because everything in my office is blue and it would be great if everything matches.”
“I see your point. It would be great if everything matched and the good news is that we do have them in blue.”

When a prospect asks a sales question, go into “sales mode”. Ask another sales question. That question should further convince the prospect to make a purchase. “You need it in blue and I have it in blue.” Make sales questions work for you.

I hope you’ll remember this sales training tip. Do not immediately say “yes” the next time you hear a sales question from a prospect. Instead, ask another question before saying “yes”.

One more point about sales questions! Don’t forget to close the deal.
“Can I get it in blue?”
“Do you want it in blue?”
“Yes”

To your sales success!

Nick

Tags: sales techniques