Asking the right question starts the sales process and helps to achieve this goal of How do you sell more? Yet far too many sales people focus on asking the wrong questions or asking the same questions that everyone else has asked.
Before traveling into the why, one important word in the first paragraph is “asking” or better yet ask. Many people believe they know the meaning of the words. Yet, I have discovered this I know that already (IKTA) creates confusion.
Webster’s New World Dictionary indicates the ask is an Anglo Saxon word of ascian. Its first definition is:
“to use words in seeking the answer to (a question); inquire about. The first intent of this word is further understanding of an existing question.”
What this suggests if you do not know the existing question, you will have trouble asking. How many times in the buying/selling process do sales professionals fail to do their research (think homework)? This keeps them from being able to seek the real answers from their potential customers (a.k.a. prospects).
Now returning to the question at hand, “How do you sell more?” What would happen if you asked yourself this question “How can I help my customers buy more?” Does restating this query provide a different perspective? Would your behaviors be a little to dramatically different?
Leanne Hoagland-Smith helps you answer these questions here.