I want to talk about Situation Questions. Asking them is important but asking too many can quickly erode your credibility as a sales rep in front of your buyer. You know when you call up someone and they hang up? Yea that part…
Something I have learnt by listening to calls by successful sales reps is that their questions have a neutral tone to them. Its like trying to place your finger on an arbitrary starting point of the conversation and driving the rest of the call towards the direction the prospect responds to you.
If the prospect responds to the right side of your finger, you go that way and vice versa!
When I miss out on the appropriate research, I end up asking redundant questions on the call….they get bored and usually hang up.
If I get the tone wrong and come across as a prosecutor instead of a problem solver….they don’t open up… and again….they hang up.
When I account-based prospect, I try to connect with alternative points of contact in an organisation to collect factual information by asking THEM the situation questions. So that when I am on a call with the decision-maker, you don’t have to ask them facts, if you have to, its only to set the context for them to further talk about their implied needs.
When the conversation has started, I try linking all my subsequent questions to the buyer’s statements to smooth out the conversation.
What are the stories you guys have Selling from home!
Thats all for today! See you next time!
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