As we have discussed at length in class, asking questions is absolutely necessary in the world of sales. The old view of sales was the belief that a salesperson should be as pushy as possible to get as many clients as possible. Today, especially in the Christian world, that is not the case. Sales is not a numbers game. In sales, we should strive to achieve a mutually beneficial solution between two different entities. For the Prospect, the Salesperson should solve a problem. For the Salesperson, the Prospect should offer compensation for their problem finding and solving abilities. If we are going to be successful in the business world, we shouldn’t make a basic product that we are begging others to buy. Instead, we should find tune into a certain segment of people and provide a creative solution that can benefit the target segment. In order to do this well, salespeople need to be problem finders in addition to problem solvers. The best way to find a problem is to ask about it. Prospects usually have high defenses to ward off typical, demanding salespeople. This is why we must ask questions and get to know our prospect on a personal level. Yes, this method might take more time, but it is much more effective. When we ask questions, we get more clarity to what the true pain is. Most likely, the prospect does not even know what underlying problem is inhibiting growth and success in their company. To be a good salesperson, that’s our job to find out.
BoweryJE22
Good point Emily,
I think we have to be finders first, honest finders because we want to bring up relevant problems, not create a false problem for the customer. The we can be the best problem solvers.
This is a great summary of good sales techniques, thanks for sharing! I agree that the method is usually more time-consuming, but it is worth it in the end to really know your buyer on a more personal level.
This is so true, so many salespeople today still don’t realize how much more beneficial it is to sell on more of a personal level with clients rather then just trying to shove a sale in their face. By asking prospects good questions to get to know them and find their pain a salesman can better build relationships with clients and prospects as well as often make a mutually beneficial sale in the end.
I love how you said, “we shouldn’t make a basic product that we are begging others to buy.” God made us to be so much more thoughtful and creative than for us to make sub-par products and beg people to buy them. Simply asking questions, though like you said may take more time, will turn out to be so much better for both the seller and the buyer! This post was a great summarization and depiction of what asking questions does for us in the sales process!