STOP saying on your demos:
🚫“Any questions?“
The answer will usually be no.
🚫 “Does that make sense?“
It's condescending.
This is the norm and it's lazy.
Here are 10 questions to ask instead that will open up your customer:
1) How does what you're currently doing compare to this?
2) You stated Y isn your biggest challenge. How would this help (if at all)?
3) How do you see yourself using this part of the product?
4) You mentioned earlier your colleague (name). How do you imagine him/her using this?
5) What was most relevant from what I showed here?
6) What would stop you from using this?
7) How does this compare to other solutions you've looked at?
8) How do you imagine your team using this?
9) You mentioned Z was a goal for you. How could this help achieve that (if at all)?
You’ll notice the “if at all” a few times.
This gives buyers a way out as they HATE to be cornered or pushed.
Want to be seen as a helpful advisor instead of a pushy salesperson?
Learn more about our COSMIC framework here - https://lnkd.in/eifqpXJY
#b2bsales #salestraining #salesmanagement
🚫“Any questions?“
The answer will usually be no.
🚫 “Does that make sense?“
It's condescending.
This is the norm and it's lazy.
Here are 10 questions to ask instead that will open up your customer:
1) How does what you're currently doing compare to this?
2) You stated Y isn your biggest challenge. How would this help (if at all)?
3) How do you see yourself using this part of the product?
4) You mentioned earlier your colleague (name). How do you imagine him/her using this?
5) What was most relevant from what I showed here?
6) What would stop you from using this?
7) How does this compare to other solutions you've looked at?
8) How do you imagine your team using this?
9) You mentioned Z was a goal for you. How could this help achieve that (if at all)?
You’ll notice the “if at all” a few times.
This gives buyers a way out as they HATE to be cornered or pushed.
Want to be seen as a helpful advisor instead of a pushy salesperson?
Learn more about our COSMIC framework here - https://lnkd.in/eifqpXJY
#b2bsales #salestraining #salesmanagement
