Sell without Selling Out by Andy Paul

Author:Andy Paul
Language: eng
Format: epub
ISBN: 9781774580882
Publisher: Andy Paul
Published: 2021-11-02T20:35:06+00:00

Questions Make Room for Answers in Your Mind

To make room in your mind for answers, you have to ask good questions. Good questions are those you don’t know the answer to ahead of time. Consuming the time of your buyer to ask the same list of questions you ask every other buyer isn’t a display of Curiosity; it’s lazy indifference.

This has probably happened to you: at some point in your onboarding or training you were handed a list of questions to ask your buyer and were told their answers “should sort of look something like [this]” based on their persona. Which means that you’ll get just enough information to “sort of” understand what the buyer is trying to achieve.

As I’ve said, sales success comes from listening to understand what the most important thing is to your buyer and helping them get it. The unspoken part of that equation is that before you listen, you have to be curious and ask great questions that uncover the information that will enable you to truly understand what’s most important. You have to deploy Curiosity to dig wider and deeper to make that happen.

Of course, this can’t happen if you haven’t first built a solid connection. Buyers don’t volunteer information about the things that are most important to them just because you ask them. How often do you share personal information with strangers? A person has to earn the right to receive that information by establishing some level of personal connection, credibility, and trust. Right?

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