In Jeffrey Gitomer's bestselling The Little Red Book of Selling, he lists nine of the dumbest questions salespeople ask (pp. 118-119) and why they are dumb. I've taken the liberty of reproducing several that should speak to every provider of professional services.
Who are you currently using?
BWPrice comment: You should already know or have a really good idea. Besides, as Gitomer states, the prospect might feel that's really none of your business. Focus on the prospect's needs and their "pain."
Are you satisfied with your present ...?
BWPrice comment: What if they say "yes?"
How much are you currently paying for ...?
BWPrice comment: If you're competing on price, stop reading this blog!
Tell me a little bit about your business.
BWPrice comment: This communicates that you don't do your homework and are wasting their time. If you enter a meeting ill-prepared, shame on you and don't expect to leave with the business.
What would it take to earn your business?
BWPrice comment: Gitomer states that this is the worst question salespeople ask. Professional service providers don't typically ask it this way but the theme is often present. This is asking the prospect to do all of the work for you.
Gitomer states that "These are all 'price driven questions.' In other words they are the kind of questions where the sale boils down to the price."
For a few of Gitomer's really "smart questions," visit his site at www.gitomer.com, register if you are a first time user, and enter the words SMART QUESTIONS in the Redbit box.
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