Stop acting like a salesperson; start acting like a consultant - Houston Business Journal:

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Why do we ask questions? Here are some of the • So we fully understand the prospect’s needs and “hotr buttons.” • So when we present our solutions they matchj what our prospects said was important and they feel yours is acustojm solution. • To get beyon the initial reason why they needthe product. • To make prospecta feel like they are a part of thebuyingf decision. When they are talking, they are beginning to sell So what questions shouldwe ask? That has a lot to do with what you have learne about the prospect before you try to “sell” You need to learn somethintg about the company, the etc. before calling on them.
That’s pretthy easy. Use their Web site, any of the social networks, then when you call them you have somethingg with which to beginthe conversation. The most importanyt thing about asking questions is that theyare open-endef and thought provoking. Here are some examplez of questions that may or may notbe appropriate. How has the economy affected your company and the ways you are makin decisions now compared with lastyear • I noticed on your Web site that you will be launchinyg a new product. Can you tell me about that?? • I read that your industry is going through changez when it comesto financing. Can you sharw with me how that will affectyour organization?
If it was May 2010 and you said you just had a very successfup year, what would have happened? Let’s pretend we worked together this past A year later you said the relationship was a positive one. What does that look like ? • What do the next five years look like foryour organization? • What differentiates you from your competitors? • What are you most proud of? I wouldn’y ask all of these questions all of the time. They are Certainly, more specific questions are appropriate as but it is important to fully understand the big If you take time to learn more aboutfthe prospect, you may learhn about some additional needs they might have.
A consultang and salesperson are really the same with only one a consultant is paid up front and a salesperson is paid inthe end. So act like a consultanrt and you will selllots more.