Do you remember playing this game? The game where you would think of something in your head and the machine would try to guess what it is. The machine would have up to 20 ?’s to figure out what you were thinking. I bet you didn’t think that the 20 ? machine was using the Rule #14 did you? If you think about, the machine is asking you questions to figure out what your thinking. Mind you this isn’t a direct parallel because these questions that the machine are asking are closed-ended type questions. The questions that we will be asking to a prospect are open-ended questions.
As we have learned in class, you should put a strong emphasis in asking questions. I think one of the main things for us to remember is how important it is to ask though-provoking questions that are relevant to your various product/service offerings. This is a place in the sales process where mutual discovery is found which is also called “Need Discovery.”
Need Discovery is arguably the most important step in the sales process. In order to have a successful sale, there needs to be a great foundation which only comes by asking the right questions. It is important to understand that the Need Discovery phase can last as long as possible. It is vital for the salesperson to totally understand their prospect’s needs before talking about the budget. Just remember, you won’t lose a sale by listening too much.
BoweryJE22
Imagine if we were required to ask prospects twenty questions before we gave our input to the sale! Need discovery is so important. No pain, no sale. And if you don’t know what the pain is, you won’t be able to meet the need.
Loved your last sentence. Talking too much could absolutely lose you a sale, but listening too much really won’t. I think the most difficult part of a sales process though is knowing when it’s time for you to make the pitch and really put your product or service out there. If all you do is listen, you probably won’t be converting many prospects.