Asking Hard Questions in a Sales Call Will Get You Definitive Results

The other day someone shared with me that they had a sales call and were "hopeful" the prospect would place an order.

They were still determining if they would get the sale. However, the prospect did give them enough positive signs that they suspected the sale was forthcoming.

They knew there were additional questions that they should have asked, but they didn't want to take a chance and possibly hurt the prospect's feelings.

By not asking the questions, they're hoping the prospect will conclude that what they offer is best, and they'll place the order.

They don't realize that by not asking the questions, neither the prospect nor the salesperson is sure of the fit.

Have you ever wondered what prevents you from asking questions?

The answer I hear most is fear; fear of the unknown, the prospect's reaction, and fear that they could jeopardize the sale.

The hard sales questions are usually designed to uncover pain and illustrate how we might assist in relieving those issues. While those questions might elicit negative feelings from the buyer, that isn't our responsibility.

Our responsibility is to help them identify the pain and work toward resolution.