BRX Pro Tip: Two Questions to Ask on Your Next Sales Call
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, let’s share two questions to ask on your next sales call.
Lee Kantor: [00:00:12] Yeah, I think when you’re in sales for any length of time, you kind of get into a habit of asking the same questions every time. And here’s a couple of questions that maybe to pepper in to see if this is going to help you sell more. In the beginning of a sales conversation, I like to ask something along the lines of what is a day in your life look like and really try to kind of now get your prospect talking.
And when they explain their day and that you’re able to kind of ascertain what are the challenges, what are the parts that they like about their day, what is the parts that are frustrating for them? And it opens the door up for you to learn more about the things that are really keeping them up at night. And after you’ve kind of identified what the challenges that they have, it’s easy then to move into, well, a question like what are some of the things you’ve done before to try to solve this challenge? And then that way you can learn some of the strategies or tactics that they’ve used in the past, and then you can kind of see what kind of results they got with that.
And then that allows you to position your solution a little bit better because now you have a deeper understanding of what their life is like and what their challenges are. And you also know what are some of the things they’ve tried to solve those problems before, and you can better position your solution as the one that might be a good fit for them. So those two questions should give you that information that you need to determine if you are truly able to help them.
