There are many tips and tricks that one can learn about the art of selling. The good news is there are endless resources on the internet to learn these “secrets”. Marc Wayshak has several articles posted on Sales Insights Lab that displays some of these trade secrets. One article of particular interest is his article, “Never Ask These 5 Terrible Sales Questions”. Throughout this article, Wayshak presents some questions that any salesperson should typically avoid asking.
His first question that he asserts should not be asked is plainly, “how are you?”. He continues to explain that the question is not inherently bad, but the usual thoughtlessness behind it isn’t endearing. Wayshak explains that it is better to differentiate yourself from other typical salespeople. When you ask the same questions as other salespeople, you’ll get the same robotic response from your potential buyer and they will not think any differently about you than they would the last 100 salespeople they’ve talked to.
Another question that Wayshak says should not be asked in a sales scenario is, “what would get you to buy”. This is another question that is commonly asked by salespeople. Wayshak explains that it is just flat-out a bad question to ask, almost always. When a salesperson asks this question almost always the potential buyer feels immense pressure and will usually respond with resistance. Wayshak explains the importance of not focusing on getting the potential buyer to in fact buy, but that it’s important to focus on the individual potential buyer and help solve their pain points.
Wayshak continues on to several more questions that should not be asked in sales situations in his article. Exposing these questions that should not be asked is extremely beneficial for new salespeople and even veteran salespeople. Continue to read Wayshak’s article and learn more questions that should not be asked.
Article Link: https://salesinsightslab.com/terrible-sales-questions/
BoweryJE22
Super interesting blog Zach. It’s cool to see your opinion on Wayshak’s sales techniques. I would completely agree exposing these questions that should not be asked is extremely beneficial for new salespeople and even veteran salespeople.
I like this topic because it goes over basic questions that every person might think is a good question but in reality it really isn’t. Most of these questions pressure the client and put them in uncomfortable situations so I like the angle this writer takes in addressing these questions.
Oh man, “How are you?” The question that has sunk many a sale! I recall a guest earlier this year in the class recounting his experience asking this question as a rookie and it pretty much costing him the sale. That’s a bit “do not” as a salesperson!
“What would get you to buy” is a terrible question, too, because it puts pressure on the prospect. Additionally, if a salesperson is asking this, they are likely so anxious to close the sale that they likely don’t have the prospect’s best interest in mind, which is a huge no-no!
I would have never thought “how are you?” would be a bad question to ask. I always thought it was caring and genuine. What a good thing to remember for the future!
This is eye opening. Learning about how people respond to things is always helpful for those in sales.
I really need to fix my tequnique becasue i always say how are you! I guess being rude is better than being nice sometimes.
This blog was really enlightening because it covered questions I would be inclined to fall to and it brought up reasonable arguments as to why they weren’t effective.