The Value of Inquiry

When conducting a sales conversation, a salesperson may try and display their extensive knowledge of the service or product in a way that is intended to convince customer of their expertise, or in some cases overwhelm them. However, in many sales situations acting in a more inquisitive and less outwardly expressive manner can lead to a much more productive sales conversation. Although one might initially find this method to cause the salesperson to appear incompetent or unknowledgeable, it can often display a sense of attentiveness and care. Asking simple questions such as “Why is that the case?” or “What makes you feel that way?” allows the salesperson to dig deeper and further understand the problem they are solving. Upon asking such a question, refraining from attempting to answer the question for the client, or adding extra comments is essential to prompting the client to speak their mind in an effort to break the silence. Although this tactic might be initially viewed as inconsiderate considering the component of awkwardness, it is truly the best way to allow for an open and productive inquiry. Do not shy away from asking the simple questions, as they are often the most productive ones. After the clients need has been properly unveiled and considered, only then do you seek to find the best option to solve that need.