Do Your Questions Rock?
If you ask clients dumb questions, they’ll think you’re dumb.
If you ask clients great questions, they’ll think you ROCK.
What are dumb questions?
- So, what does your comany do?
It’s called Google, dude — use it! - Who is your current supplier?
None of your beeswax, buddy! - Can I send you a quote/bid?
You just made it all about price and told them your company just like all the others.
What are Rockin’ questions?
- How would you improve…?
- What have you found…?
- Where do you see…?
- When you think of…?
- Can you see any reason not to…?
Dumb questions ask about things you should already know — things you could have easily learned about on your own during your prospect qualification process.
Rockin’ questions makes the client consider new information and answer in terms that provide you will deeper information about the client’s current situation.
You should have a list of 10-20 questions that ROCK in your notebook, legal pad, Blackberry, iPhone, etc. at all times, somewhere that’s easy to access when you need them. Once you use them a few times, they’ll become a natural part of your conversation.
…And that’s when You’ll ROCK At Sales!
Want a list of Rockin’ Smart Questions?
Visit www.BuyGitomer.com (register if you’re a first time user) and enter the words SMART QUESTIONS in the GitBit box!
