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How to Say it Better – Dec. 13, 2010

December 13, 2010 by Gloria Keith

"There are no new secrets in Business…rather Truths you have yet to apply". Bruce Keith 

REPHRASE YOUR QUESTION… there are hundreds of great selling techniques. One of the ones that is very, very high on the list is the "power of questions". When mastering the finer points of selling… it is important to "master asking great questions". Today's Sales Tip is all about taking a common sales question and making sure you are using the right words. 

Here is your ACTION STEP… there is a common question that is used by Salespeople when trying to ascertain their client's Buying Criteria. We need to know the criteria that will be used to evaluate the Salesperson. The most common way this question is asked is: 

"What are you looking for in a Salesperson?" The problem with this question is that we usually get the stock answers that really don't tell us much: honesty, hard-working, knowledgeable, etc… very nebulous and not measurable. 

Here is a better way to ask the same question: 

"How are you going to decide which Salesperson you choose?" This forces the client to actually put some thought into their answer. Whatever they reply will be much more meaningful than the answers above. 

Bonus Tip: if there are benefits you bring to the table that they haven't mentioned in their reply, you can introduce those by asking the following… "How important is it to you that I also….(tell them what else you do that is valuable to them)?"

Learn how to rephrase some of your questions so that they generate more useful answers. Not only will you be helping your customer make the right decision…you will be improving your results! NO Excuses. 

If you found this Sales Tip useful, please pass along. Thank you!

Filed Under: Blog, Sales Training

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