The more difficult the economy becomes, the harder it is to develop new business. Therefore, when facing customers, salespeople should avoid asking meaningless questions. If your salespeople are still asking these “stupid questions,” they need further training.
Common examples of poor sales questions include:
How is business going?
This is a lazy question. Especially during difficult economic conditions, everyone is facing significant business pressure. A better question would be: “What is the biggest challenge your company is facing in its operations during this difficult economic environment?”
This question shows that you have an understanding of the customer’s company and that you hope to help them solve the problems they are currently facing.
What are your goals for this year? Who are your competitors?
A company’s goals usually change according to economic conditions. A good salesperson should conduct research beforehand and then discuss how they can help customers achieve their goals or surpass their competitors, rather than simply asking what their goals are or who their competitors are.
What is your competitive advantage? Who are your main customers?
Your service or product should help increase your customer’s competitiveness. Helping customers maintain or even strengthen their competitive advantage is one of the best ways to gain their trust.
You should not ask customers what their competitive advantages are. Before visiting them, you should already have an understanding of this information.
You should also understand their customers’ needs. Helping them provide the products or services required by their market is extremely important.
Who else do I need to contact?
If you cannot meet with the decision-maker, explain the advantages of your service or product, or convince the person you meet with to arrange a meeting with the decision-maker or other key individuals, it will be difficult to reach them.
The key is to convince the person you meet that you are like a partner to them, someone they can trust to help persuade others on your behalf.
Do you need me to leave some information with you?
The information and materials you prepare are valuable, and you need to make customers feel the same way. The proposal you bring should demonstrate its value.
Experienced salespeople understand that if you reveal everything too quickly, customers may lose interest. You need to create a sense of value around your service.
What is your budget?
Once money is mentioned, the conversation can easily become focused only on price. The focus should be placed on the value of your service or product. Otherwise, it will become another price competition rather than a discussion about quality.
Should I continue to contact you?
Of course. You should continue following up with customers and tracking their changing situations and new needs. They may not need your service right now, but when they need it in the future, you want to make sure your company is the first one they think of.
This is why many companies consider customer relationship management a major field of expertise.
So, are you still asking “stupid questions”?
With enough preparation beforehand, your questions will become more professional, and it will be much easier to gain your customers’ trust.
