Sell by Caring

What do I need to know? This is where it begins. Prior to each call whether in person or on the phone we need to reflect on what we already know and what information we need to fill gaps, keeping in mind the overriding goal of the meeting.

If the relationship is just beginning some of the gaps may be about the contact. How do they prefer to communicate? Are they detail or relationship focused? Are they a decision maker or an influencer? Once I have some of these basics I’ll know how to proceed and if I am talking with the appropriate person.

I could use the words of this post on the how to’s of forming and asking questions – whether to use open or closed, when to ask what and when to stop.

Instead I want to share my joy in the process of uncovering information. Questions are the core of qualifying. What begins as a mystery unfolds to become the known. Each response gives me more data to crunch to evaluate if there is a good fit for my product/service and their need.

When done well, there is a wonderful back and forth that engages the prospect/client and provides me with information. All the while building a relationship and rapport.

Sometimes I refer to it as “the dance.” Think of the similarities:

• Engaging – and connected
• Communicating – verbal and non-verbal
• In unison – working together to find a solution
• Ease – it feels natural

To dance well takes practice and skill. Both apply to asking questions and qualifying. As we mature in our roles as sales professionals these skills become ingrained and natural.

As Malcolm Gladwell points out in Outliers it takes 10,000 hours of practice to master something. My point being that it may be uncomfortable at first but stick with it and grace will come.

• Know your product or service inside out.
• Ask current clients what they like about your product or service – what they don’t like.
• What pain/problem does it solve?
• Create a list of the information you need to know to determine if a prospect is qualified.
• Practice listening to others and clarify that you really heard what they said.

There is beauty in the skill of asking questions and developing it will enhance other aspects of your life. It is a joy, a gift that will open up opportunities and engage you and others.

Questions encourage you to explore, to stretch, learn, grow and be creative.

How are you developing the skill of asking questions?

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