I'm excited to share with you this story about asking sales questions. Three years ago, I was working with a group of fifteen brand new sales managers. On the morning of the second day just before lunch, I launched into a three-minute commercial for my books and CDs. I passed out fifteen order forms and fourteen were returned with orders to purchase products.
The order form was printed on bright goldenrod stationery. It was apparent who was the one holdout. As we broke for lunch, he approached me. He explained the reason why he wasn't buying my books and tapes today. He told me he had already purchased them off my web site over a year ago. I was relieved and flattered.
As we walked to lunch together, he told me a story. He has two sons, one in college and one in high school. Both are very interested in pursuing business careers.
He gave one of my books to each son with instructions to read the book and to provide their reactions to their father. Fortunately, both enjoyed reading the books and encouraged their father to read the books.
The sales manager went on to say that his family had relocated the previous summer. The younger boy was now a senior attending a new high school. Early in the fall, the sales manager and his wife attended the school's Open House where they had the opportunity to meet their son's new teachers.
Because both parents worked and because they were new to the community, the sales manager gave each teacher his business card, which of course had his telephone number, pager number, and e-mail address. He told all the teachers to use any of these numbers if they ever needed to contact him or his wife.
About two weeks later, he received a call from his son's English teacher. The teacher asked him, What kind of work do you do? At that time, he was in sales management and told her that. He immediately asked, What's wrong; what's the matter?
The English teacher replied, I've been teaching for twenty-two years and your son did something last week that I have never experienced before.
The teacher told the sales manger how his son had stayed after class one day the previous week and started asking her questions.
o What qualities are you looking for in a student?
o What are the biggest challenges I can expect in your class?
o What should my priorities be in your class?
o What are your criteria for giving out A's?
o How do you measure the success of your students in your class?
o What are you expectations for new transfer students?
It's obvious that the teacher was impressed with the sales manager's son because of the questions he asked.
Try asking theses selling questions, and you'll be amazed at the results you get and the reception you'll receive from the people you call on.
The student asked my questions and impressed the teacher. Try these sales questions with your customers and see for yourself what happens.
Selling is an art and asking good questions will make you artist!
From a chapter in Jim Meisenheimer's book, "The 12 Best Sales Questions To Ask Customers."
Learn more about
sales questions at Jim's site, Startsellingmore.com.
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