The most important skill you can develop in sales is the ability to ask good questions. Work on this first, and work on it relentlessly. Other important skills will follow more naturally when you’ve gained some skill here.

Questions give you information and help you understand what the problem or the need is. It’s by far the most powerful tool you have and is the prerequisite to everything else in the sales process outside of saying “hello.”

People generally like to talk about what they’re involved in. A few well placed questions can get the conversation rolling, and as it unfolds you get amazingly valuable information that will help you focus on the things that matter to the prospect.

Also, questions are like magic. You ask one question and suddenly the prospect is telling you other things that you never even asked about.  They’ll tell you things about their business, their processes, the other tools they use, how their teams work, when they can spend money…

I promise when you get good at asking questions you’ll be amazed at their power.  In the early stages of a call with good questions, you’ll find the prospect talking a lot more than you. This is good. This focuses your conversation.

[[Six rules about questions]]
bag
sales_public
created
Fri, 03 Jun 2011 08:03:14 GMT
creator
dirkjan
modified
Fri, 03 Jun 2011 08:03:14 GMT
modifier
dirkjan
tags
The very most basic things your company needs to know about sales
creator
dirkjan