Every day countless sales are lost because salespeople blurt out simple answers to what they mistakenly see as simple customer questions. The fact is that many customer questions, if answered immediately, will derail the sale. When answering questions, you can be throw your presentation out of your planned sequence. We talked a lot about this idea that answering a question with a question can help. Whenever you suspect that there may be more to a customer\u2019s question than meets the eye (and you should suspect this often), probe for booby traps by answering the question with a question. You\u2019ll rescue a whole lot of sales.<\/p>\n
Here is an example of doing this sales technique properly<\/p>\n
Buyer: \u201cNow, if we go with you, how would you handle shipping to our plant?\u201d<\/p>\n
You: \u201cYou tell me, Carol. What\u2019s your preferred method?\u201d<\/p>\n
Buyer: \u201cWe\u2019re happy with the service we get now from Ameritruck. They\u2019re a good outfit.\u201d<\/p>\n
You: \u201cHave you ever used United Cartways?\u201d\u201d<\/p>\n
Buyer: \u201cOh, yeah. Never again! Their service was awful. They gave us fits.\u201d<\/p>\n
You: \u201cWhat do you like best about Ameritruck?\u201d\u201d<\/p>\n
Buyer: \u201cThey\u2019re always on time, and they\u2019re excellent at tracking shipments. Dependable delivery is critical for us.\u201d<\/p>\n
You: \u201cWell then, let\u2019s plan to use Ameritruck. Okay?\u201d<\/p>\n
Buyer: \u201cOkay!\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"
Every day countless sales are lost because salespeople blurt out simple answers to what they mistakenly see as simple customer questions. The fact is that many customer questions, if answered immediately, will derail the sale. When answering questions, you can be throw your presentation out of your planned sequence. We talked a lot about this […]<\/p>\n","protected":false},"author":1317,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-9432","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9432","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\/1317"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=9432"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9432\/revisions"}],"predecessor-version":[{"id":9433,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/9432\/revisions\/9433"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=9432"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=9432"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=9432"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}