Sales is about uncovering needs with questions.
Here are 3 situations that result in no sale. Hover over “Here’s a better way…” to see how skilful questioning can change this.
[C = Customer, S = Salesperson]
| 1A | C | I have an old machine. |
| S | I have just the replacement for it. | |
| C | No thanks. |
Here’s a better way…
| 1B | C | I have an old machine. |
| S | How reliable is it? | |
| C | It hardly gives any trouble. | |
| S | What happens when it does give trouble? | |
| C | Everything stops. | |
| S | And what is the impact of that? | |
| C | Disaster! | |
| S | So if we can help you make sure that dosen’t happen… |
| 2A | S | I would like to introduce our home car mechanic service. |
| C | I already have a good garage. | |
| S | We will be much cheaper. | |
| C | No thanks. |
Here’s a better way…
| 2B | S | I would like to introduce our home car mechanic service. |
| C | I already have a good garage. | |
| S | Do you use them often? | |
| C | When our car has a problem. | |
| S | When that happens does it interrupt your routine? | |
| C | Yes it does. | |
| S | So if we could take the hassle out of it… | |
| C | Yes. |
| 3A | S | We are the new yoga place. Would you like a complimentary session? |
| C | No thanks. |
Here’s a better way…
| 3B | S | We are the new yoga place. What do you think of yoga? |
| C | I think it’s ok. | |
| S | Have you tried it? | |
| C | Not for a long time. | |
| S | How does a complimentary session sound? | |
| C | Good… |