The Worst Question To Ask In Sales

Summary

• When in sales, never ask, "Do you have any questions?" It invites objections and gives away control of the conversation.
• Engage with the potential customer by asking follow-up questions like, "Can you be more specific?" or "What are the variables you're thinking about?"
• Keep the prospect talking while you analyze if their answers are satisfactory or not.
• If someone questions why you’re not directly answering them, explain that it’s akin to diagnosing car problems without checking under the hood first.
• Caution against accepting answers from anyone who hasn’t assessed your specific situation; they might just be pushing for a sale.

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How To Take Action

I would suggest implementing these strategies in your sales conversations to maintain control and build trust with your prospects:

• Avoid Asking for Questions: Instead of asking, "Do you have any questions?" which opens the door to objections, redirect the conversation. Try saying, "Can you be more specific about that?" or "What are the variables you're thinking about?" This keeps the potential customer talking and gives you more information to work with.

• Engage and Analyze: Keep the conversation flowing by asking follow-up questions. This not only keeps the prospect engaged but also allows you to decide if their answers align with what you're offering. It’s like gathering puzzle pieces before you see the whole picture.

• Justify Your Process: If someone questions why you’re not directly answering their inquiries, use the "car diagnosis" analogy. Explain that answering before fully understanding their situation would be like diagnosing a car problem without looking under the hood. This approach positions you as a thoughtful and thorough professional, rather than just pushing for a sale.

• Beware of Quick Answers: Be cautious with anyone who provides solutions without first assessing your particular needs. It suggests they're more interested in making a sale than truly helping you. Run the other way if this happens, as it's a red flag.

Adopting these tactics can greatly improve your interactions and outcomes, leading to better relationships and successful sales without unnecessary costs or time investments.