Today in class Dr. Sweet talked about how it is important to answer a prospect’s questions with more questions so that you can understand the prospects pains and hopes for the sale.\u00a0 The reasoning for this is because of the common issue of smokescreen questions.\u00a0 This is very important to use because without the customer telling you what they need you may end up offering the wrong information to make them interested.\u00a0 Often customers don’t do this on purpose but because they aren’t as familiar with your product necessarily.\u00a0 They may think they know how to fix their problem but don’t know the underlying reasons to their issues.\u00a0 They may also just be closed off because they don’t feel a relationship yet and in turn are cold and not descriptive.\u00a0 You can help them feel heard by opening that into a question for them.\u00a0 I have experienced that before in selling 3-D metrology scanners in which someone told me our product wouldn’t work for them because we hadn’t change something he specifically asked about, but when I had him explain the issue I realized the software in question was not the issue at all and we had fixed the part causing his dilemma.\u00a0 This shows that if you get them to explain what the hold up is it may lead to a sale or fix that you would not have known about otherwise.<\/p>\n","protected":false},"excerpt":{"rendered":"
Today in class Dr. Sweet talked about how it is important to answer a prospect’s questions with more questions so that you can understand the prospects pains and hopes for the sale.\u00a0 The reasoning for this is because of the common issue of smokescreen questions.\u00a0 This is very important to use because without the customer […]<\/p>\n","protected":false},"author":3119,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[384,54],"tags":[],"class_list":["post-10004","post","type-post","status-publish","format-standard","hentry","category-sandler","category-the-sander-rules"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10004","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3119"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=10004"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10004\/revisions"}],"predecessor-version":[{"id":10005,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/10004\/revisions\/10005"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=10004"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=10004"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=10004"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}