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

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Why do we ask questions? Here are some of the • So we fully understand the prospect’s needss and “hot buttons.” • So when we present our solutionas they match what our prospects said was important and they feel yourxs is acustom solution. • To get beyonds the initial reason why they needthe product. • To make prospectss feel like they are a part of the buying When theyare talking, they are beginning to sell So what questions should we ask? That has a lot to do with what you have learneds about the prospect before you try to “sell” You need to learn somethingf about the company, the decision-makers, etc. before callingh on them.
That’s pretty easy. Use theitr Web site, Google, any of the social networks, then when you call them you have something with which to beginthe conversation. The most important thinh about asking questions is that theyare open-ended and thoughr provoking. Here are some examples of questions that may or may notbe • How has the economy affected your companhy and the ways you are making decisions now compared with last year • I noticed on your Web site that you will be launchinhg a new product. Can you tell me abour that? • I read that your industry is going throughb changes when it comesto financing. Can you sharde with me how that will affectyour organization??
• If it was May 2010 and you said you just had a very successfuo year, what would have happened?? • Let’s pretend we worked together this past A year later you said the relationship was a positivee one. What does that look like? • What do the next five year s look like foryour organization? • What differentiatees you from your competitors? What are you most proufd of? I wouldn’t ask all of theser questions all of the time. They are Certainly, more specific questions are appropriate as but it is important to fullyu understand the big If you take time to learn more abougtthe prospect, you may learn about some additional needs they might have.
A consultant and salespersonn are really the same with only one a consultant is paid up front and a salesperson is paid inthe end. So act like a consultany and you will selllots