How To Avoid Trap Questions In Sales
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Summary
- When asked about trainer certifications, it's important to recognize that it's a trap question. The prospect gets to judge your answer, and you can't be sure what the "right" answer is.
- Instead of directly answering, ask them which specific certifications they are interested in. This helps you understand their expectations and clarify their needs.
- If they mention certifications that your trainers don't have, ask why they value those particular ones. This opens up a conversation rather than shutting it down with a simple yes or no.
- Agree with them on the value of well-known certifications but explain why you chose to focus on other qualifications that you believe are also strong.
- Remember, many questions in sales don't need a direct answer. It's often more effective to dig deeper into why they are asking by asking more questions yourself.
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How To Take Action
I would suggest implementing a strategy of asking questions rather than giving direct answers when dealing with customer inquiries, especially in sales situations. Many times, a customer's question is a trap where there is no "right" answer. By asking them which certifications, features, or qualities they're interested in, you can gain insight into their expectations and better tailor your response.
A smart tactic is to ask why the particular certifications they mentioned are important to them. This helps open a dialogue and keeps the conversation going, instead of ending it abruptly with a yes or no. You show that you're attentive and interested in understanding their needs, which builds trust.
If they value certifications or features your business doesn’t offer, agree with them about their importance. Then, transition the discussion by explaining why you focus on different aspects that deliver strong results. This way, you maintain credibility and demonstrate that you have a well-considered strategy for what you offer.
Remember, effective sales are more about understanding and addressing the underlying concerns and desires of the prospect. Avoid giving responses that could close doors; instead, keep the conversation open and engaging by asking more questions about their question. This approach makes prospects feel heard and valued, increasing the likelihood of a sale.
