In conflict situations many tend to write emails to avoid a fight. Unfortunately, that is exactly the wrong way to go.
In many kinds of sports there are different grades for technique and posture. With questions it’s exactly the same. However, in this case posture means attitude - your attitude when you are asking questions. And with that you can make quite some mistakes.
If something bad happens to a customer, you are in trouble. You cannot avoid that. If you still try to get around it, it comes back to you later and it be much worse.
What now? Faster or slower? It depends which kind of customer you are talking to. The fact is, when the pace in your conversation fits, it works much better.
Through questions you get various pieces of information about your customers - that’s obvious! But ‚Questions‘can do so much more. In this write-up, you will the three biggest benefits of The Questions in your sales conversation.
Did you notice how very few people really listen properly? And you? Are you a good listener, for example when you talk to clients? This skill is one of the most important ones in sales. And it’s learnable.
It’s really surprising how often sales people lack the courage to close a deal. When customers already decided but don’t dare to say “Yes”, they sometimes need a little help. Without this, the deal is in danger.
„Our Clients need time to decide. In our industry, there is no such thing as a spontaneous decision.“ „Our clients are impulse-buyers. If they don’t decide at once, they are gone forever.“ – By the way, these statements come from the same company. But who is right?