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Suggest You - Busting Your Assumptions: Effective Probing Techniques for Sales Professionals
Have you ever looked at the difference between the value of a Customer relationship and what that Customer is worth? Lets take a look at the difference between the two.Say your average customer spends only $100.00 per transaction with you. And, you transact business with an average of 10 customers per day. That’s $1000.00 per day. If you are open 20 days a month that equal
Then confirm your understanding by asking:
5. “So, if I understand you correctly, what you’re saying is … Right?”
Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your
When I submit a book manuscript to my editor, I hope she uses up an entire red Sharpie marking up my draft.Because I want to know what sucks.Sure, it hurts. But I’ll take hurting over sucking any day.Also, notice I said to find out “what” sucks, not “who sucks.”Don’t take it personally.It’s not the author who sucks; it’s the writing that sucks.
- “I lost the sale because my price was too high.”
- “I know exactly what my customer wants.”
- “I can’t hold a member of my team accountable for the delays in our project because she won’t like me if I do.”
- “I don’t delegate often enough because I know I can do the work better myself. “
These assumptions may be correct. However, they also might only be partially right or they might be absolute bunk.
The problem with assumptions is that we are certain they are true. We unquestioningly believe, for example, that if we ask a customer about their needs, we look stupid (shouldn’t I instinctively know their needs?).
Also, making assumptions can easily lead to a negative outcome in our dealings with customers. For instance, I go nuts when a salesperson starts solving my problems when they haven’t asked me about my situation. I know I am not alone here.
Listen to yourself this week as a mini-test. If you are doing more talking than asking, you’re probably making a lot of assumptions. If your opinion is front and center and you are not curious about what someone else is thinking, then you have definitely crossed the border into assumption-land.
One way to stop making assumptions is to ask a lot more questions.
Here are five powerful questions that can help you check out whether an assumption is true, and, in the process, connect more effectively with your customers.
1. “Tell me more.”
2. “What do you need?”
3. “What about this is important to you?”
4. “How will this make a difference in your work?
Then confirm your understanding by asking:
5. “So, if I understand you correctly, what you’re saying is … Right?”
Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your p
State Governors Offices need to work very hard to maintain their public relations because there are always choices that have to be made for the betterment of the common good, which will upset some people. You can’t please everyone all the time.Of course a little PR goes a long way at the Governors Office and as long as you do not spring too many surprises on the public the
The problem with assumptions is that we are certain they are true. We unquestioningly believe, for example, that if we ask a customer about their needs, we look stupid (shouldn’t I instinctively know their needs?).
Also, making assumptions can easily lead to a negative outcome in our dealings with customers. For instance, I go nuts when a salesperson starts solving my problems when they haven’t asked me about my situation. I know I am not alone here.
Listen to yourself this week as a mini-test. If you are doing more talking than asking, you’re probably making a lot of assumptions. If your opinion is front and center and you are not curious about what someone else is thinking, then you have definitely crossed the border into assumption-land.
One way to stop making assumptions is to ask a lot more questions.
Here are five powerful questions that can help you check out whether an assumption is true, and, in the process, connect more effectively with your customers.
1. “Tell me more.”
2. “What do you need?”
3. “What about this is important to you?”
4. “How will this make a difference in your work?
Then confirm your understanding by asking:
5. “So, if I understand you correctly, what you’re saying is … Right?”
Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your
A lot of advertising and mailings promise to reveal the secrets of something. Most of this kind of mailings deal with search engine optimization. They promise to know how to achieve a high ranking at Google. They tell the readers that they have a special access to Google or that they have cracked the algorithm how Google ranks websites.Secrets are always exciting! rs. For instance, I go nuts when a salesperson starts solving my problems when they haven’t asked me about my situation. I know I am not alone here.
Listen to yourself this week as a mini-test. If you are doing more talking than asking, you’re probably making a lot of assumptions. If your opinion is front and center and you are not curious about what someone else is thinking, then you have definitely crossed the border into assumption-land.
One way to stop making assumptions is to ask a lot more questions.
Here are five powerful questions that can help you check out whether an assumption is true, and, in the process, connect more effectively with your customers.
1. “Tell me more.”
2. “What do you need?”
3. “What about this is important to you?”
4. “How will this make a difference in your work?
Then confirm your understanding by asking:
5. “So, if I understand you correctly, what you’re saying is … Right?”
Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your
By documenting your business you communicate to your people exactly how your business operates and what work needs to be completed by Employees filling the Positions in your business.It is vitally important to have your business documented if you are looking to sell your business or looking to secure external funding. Well written and maintained Business Systems and
One way to stop making assumptions is to ask a lot more questions.
Here are five powerful questions that can help you check out whether an assumption is true, and, in the process, connect more effectively with your customers.
1. “Tell me more.”
2. “What do you need?”
3. “What about this is important to you?”
4. “How will this make a difference in your work?
Then confirm your understanding by asking:
5. “So, if I understand you correctly, what you’re saying is … Right?”
Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your
So who out there is a One call Closer,The sales manager said with glee…Come on, a one call closerCome make some money for me…I want the person who’s not afraid...Of asking for the order...Realizes that Sales is war…With no prisoners, no set border...He kept on bellowing to all of us there…Our eyes quite wide with frig
Then confirm your understanding by asking:
5. “So, if I understand you correctly, what you’re saying is … Right?”
Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your products and services.
To develop the asking-questions muscle, start your questions with the following key words: What, why, tell me, describe, explain.
To build muscle, you’ll need to practice everywhere. Look for at least one opportunity a day to engage someone in conversation. You can pick anyone: family, friends, customers, colleagues, peers, superiors, strangers, cabbies, waiters, or the guy next to you on the bus. Try to pick a topic that the individual can address for at least five to ten minutes, and try to keep your opinion to yourself, even if you have strong views.
Just ask more questions, and see where the conversation takes you.
Have fun with it! You will be taking steps toward opening up your mind, recognizing the assumptions you make, and, most importantly, working with customers in a way that they value.
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This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.
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