Questions sell.

Selling is all about finding the way your product can add value to your prospective customer greater than the price you are asking for it. 

Why is it then that most selling activities I see are the commercial equivalent of “flashing” your wares and hoping the” flashee” is interested in buying?

Surely asking questions is a better way to find out what they may have a need for, often unrecognised until you are able to demonstrate the value of your solution.

So, ask questions, keep them open ended, focus on benefits delivered by your product, not on their features, and discuss them in the context of the prospects environment, which you define by questions.

Looking at a sales pitch as a negotiation, rather than simply a selling exercise can assist the process of questioning, identifying the other parties “buttons” is a part of the game, and the way to do that is with questions. 

Still the best sales book ever written is “Spin Selling” by Neil Rackham, and this focuses on the process of questioning a prospect, leading to a sale.

It works.

About strategyaudit

StrategyAudit is a boutique strategy and marketing consultancy concentrating on the challenges of the medium sized manufacturing businesses that make up the backbone of our economy. The particular focus is on their strategic and marketing development. as well as the business and operational efficiency improvements necessary for day to day commercial survival. We not only give advice, we go down "into the weeds" to ensure and enable implementation.
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2 Responses to Questions sell.

  1. Pingback: 3 essential sales skills | StrategyAudit

  2. Pingback: Sell the problem « Strategyaudit’s Blog

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