Stop acting like a salesperson; start acting like a consultant - Houston Business Journal:

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Why do we ask questions? Here are some of the • So we fully understand the prospect’s needs and “ho buttons.” • So when we present our solutions they matchj what our prospects said was important and they feel yoursz is acustom solution. • To get beyond the initia reason why they needthe product. To make prospects feel like they are a part of thebuyinfg decision. When they are they are beginning tosell themselves. So what questionw should we ask? That has a lot to do with what you have learne about the prospect before you tryto them. You need to learn somethin aboutthe company, the etc. before calling on them.
That’s pretty Use their Web site, any of the social networks, then when you call them you have somethingf with which to beginthe conversation. The most important thing about asking questions is that theyare open-endexd and thought provoking. Here are some example of questions that may or may notbe appropriate. • How has the economyy affected your company and the ways you are makiny decisions now compared withlast year? I noticed on your Web site that you will be launchinb a new product. Can you tell me abouty that? • I read that your industr is going through changes when it comeszto financing. Can you share with me how that will affecytyour organization?
• If it was May 2010 and you said you just had a very successfulk year, what would have happened? • Let’sw pretend we worked together this past A year later you said the relationship was a positivd one. What does that look like?? • What do the next five yeara look like foryour organization? • What differentiates you from your competitors ? • What are you most proud of? I wouldn’rt ask all of thesr questions all of the time. They are Certainly, more specific questions are appropriate as but it is important to fully understandd thebig picture. If you take time to learh more aboutthe prospect, you may learbn about some additional needs they mightt have.
A consultant and salesperson are really the same with only one a consultant is paid up front and a salespersoj is paid inthe end. So act like a consultanr and you will selllots more.