Speaking Before Asking
When you go to the doctor’s office does he tell you where he went to med school or how many patients he cured this week? No he asks simply “where does it hurt?”. (paraphrased from Jeffery Gitomer’s sales bible chapter 1)
I was told by an old car salesman that I had two ears and one mouth, so I should listen twice as much as I spoke. The best thing I ever learned on the dealership floor.
For most salespeople (myself included) we like to talk. But the only way you can get the client to tell you what they want – and they WANT to tell you – is to shut up and listen.
Ask engaging questions
Avoid yes/no questions
Follow questions to their pain points.
Heal their pain.
You should be doing the minority of the talking until you get to the fourth one.
Where does it hurt for you?
