Stop acting like a salesperson; start acting like a consultant - Houston Business Journal:

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Why do we ask questions?? Here are some of the • So we fully understand the prospect’ s needs and “hot buttons.” • So when we present our solutionw they match what our prospects said was important and they feel yours is acustok solution. • To get beyond the initial reasoh why they needthe • To make prospects feel like they are a part of the buyingg decision. When they are talking, they are beginning to sell So what questions shouldwe ask? That has a lot to do with what you have learnerd about the prospect before you try to them. You need to lear n something aboutthe company, the decision-makers, etc. before calling on That’s pretty easy.
Use their Web Google, any of the social then when you call them you have something with whichg to beginthe conversation. The most important thinvg about asking questions is that theyare open-ender and thought provoking. Here are some examplea of questions that may or may notbe • How has the economy affectedx your company and the ways you are making decisions now compared with last year? • I noticed on your Web site that you will be launchingb a new product. Can you tell me abourt that? • I read that your industry is goint through changes when it comesto financing. Can you shar e with me how that will affectyour organization?
• If it was May 2010 and you said you just had a very successful year, what would have happened? Let’s pretend we worked together this past year. A year laterf you said the relationship was apositive one. What does that look like?? • What do the next five yearw look like foryour organization? What differentiates you from your competitors? • What are you most proud of? I wouldn’t ask all of thesre questions all of the They are examples. Certainly, more specifiv questions are appropriateas well, but it is important to full understand the big If you take time to learm more about the prospect, you may learn about some additionall needs they might have.
A consultant and salesperso are really the same with only one a consultant is paid up front and a salespersojn is paid inthe end. So act like a consultanyt and you will selllots