SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Konrath Jill

Author:Konrath, Jill [Konrath, Jill]
Language: eng
Format: epub
Publisher: Penguin Group US
Published: 2010-05-26T21:00:00+00:00

Questions Are the Answer

We’ve already talked about how to light that initial spark by sharing strong value propositions and enrolling your prospect into “what’s possible.” If you’ve targeted the right organizations and done your homework, then it’s highly likely you’re spot-on.

But even so, you need verification that your offering has value for them, and your prospects need to find this out for themselves. From the outside, there’s only so much you can know. You still need to find out the particulars of their status quo, their business objectives or strategic imperatives, their priorities, and the impact you could have on their company.

In short, you’re lacking what it takes to build a strong case for their using your product or service. You don’t even know if it’s a decent fit.

That’s why you must ask questions to assess the business value of your offering. When sellers learn to ask good questions, their prospects evaluate them as more caring and concerned, and more knowledgeable about the prospects’ jobs, market, and products.

Your ability to ask good questions cannot be left to chance. It’s imperative to determine what you’ll ask prior to meeting with prospective customers. Plan, plan, plan. I can’t say this enough.

There’s a good reason for it, too. Research shows that your brain is not capable of processing two distinctly different activities simultaneously. This means that when your prospect is talking, you can either listen or figure out what to say next. You can’t do both.

If you’re like most people, you try to jump back and forth between the two. Unfortunately, in doing this, you miss half of what your prospect is saying—which could include information relevant to your business case. Or your questions are superficial and shallow, thus preventing you from maximizing your precious time with your prospect.

Really good questions are often the key to significant changes in an organization. They have the power to:• Channel your prospect’s attention on what matters;

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