I read an article about asking questions from your prospects to find clarity. In this article the author, Joe Marr, starts by explaining the importance of how this is applied. The idea is to answer a question with a question; if this is done correctly it will help the salesperson to direct the conversation or give an answer that doesn\u2019t disqualify the salesperson before he has even started. But if it\u2019s done incorrectly\u00a0it can seem like evasiveness which can prompt suspicion in the prospect, damaging any trust that may have been established, and the sales opportunity. Like every other sales tactic this will take practice and thoughtfulness when operating it.<\/p>\n
To operate this tactic effectively the first step is for the seller to identify where he\/she wants the conversation to go. Establishing a direction for the conversation not only help the buyer understand where they\u2019re coming from, but it helps the seller organize and truly understand what the prospect is trying to tell them, remember the goal is clarity not confusion.<\/p>\n
The salesperson doesn\u2019t want to come off as dodging the prospects questions; instead, he should strive to show the prospect that precision is the reason he isn’t giving an arbitrary answer, but rather that he is just making sure he understands what he is being asked before answering. In this in mind also helps build trust between the relationship because the prospect knows they\u2019re not just going to be told what they want to hear or trying to be swayed by the salesperson. Its okay if the salesperson doesn\u2019t know how to answer a question, in fact that\u2019s exactly what this tool is here to help with. For an example if the client starts by saying, \u201cWhat can you do for me?\u201d The seller can say, \u201cThat\u2019s a good question, and since I really don\u2019t know your situation yet, I\u2019m not exactly sure how to answer that. How about I share with you some of the things that I am helping with some of my other clients, and then you can share with me if they might be helpful for you, okay?\u201d In this example the salesperson was able to take that question and guide it into an open-ended conversation that helps the salesperson understand what the pain for the prospect really is. Also, this allows the salesperson to keep the conversation in their control.<\/p>\n
This should be a tool that all salespeople need to adopt for mutual benefit in communication. This shouldn\u2019t be a tool to avoid tough questions but to truly find clarity in the conversation. \u201cIf used in this way, the salesperson not only does a better job representing himself and his company, but he also becomes more efficient in serving prospects and customers.\u201d<\/p>\n
http:\/\/www.annarbor.com\/business-review\/questioning-technique-for-clarity-not-mystery\/<\/p>\n","protected":false},"excerpt":{"rendered":"
I read an article about asking questions from your prospects to find clarity. In this article the author, Joe Marr, starts by explaining the importance of how this is applied. The idea is to answer a question with a question; if this is done correctly it will help the salesperson to direct the conversation or […]<\/p>\n","protected":false},"author":662,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[448,447],"tags":[],"class_list":["post-9322","post","type-post","status-publish","format-standard","hentry","category-communication-tactics","category-reverse-questioning"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9322","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\/662"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=9322"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9322\/revisions"}],"predecessor-version":[{"id":9323,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9322\/revisions\/9323"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=9322"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=9322"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=9322"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}