Candidly, the last thing my particular market niche (Training & Consulting Firms w/ Sales Problems) probably needs is more help Asking Questions. What most of them really need -- and I do mean really -- is help Answering Questions -- preferrably in Plain English.
Still, Asking Questions (the right questions, of the right people, the right way, at the right time) is a fundamental skill set for anyone in the sales arena . . . and we could all be helping each other do a better job of it.
So . . . On May 1st 2008, MarketMate (tm) / StoneSells will be Awarding a $100 Steak Dinner for the Best Sales Question (and explanation). Who Decides? You Do!
(I'll be entering myself as well -- under an alias, which I will reveal post-contest.)
How To Enter: By Commenting To This Post (With Your Favorite Sales Question and a Few Words Explaining The Purpose and Value Of Your Question) . . . OR . . . by e-mailing Your Question and Explanation directly to me at: stoney99@comcast.net
How To Vote: During The Last Week of April, we will post all entries in one place -- making All of these Sales Questions available to each of our contestants. Pretty Nifty Return for just a few moments invested in sharing your contribution, huh? . . . And we'll provide a Simple Voting Mechanism for you (enabling you to rank the Top 3).
The Grand Prize Winner (and two Runner-Ups) will be announced right here on "Stone Sells" May 1st.
Enjoy !
Tuesday, March 25, 2008
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3 comments:
"What makes this a priority now?"
In my sales conversations I'm trying to understand the reasons for doing business before I feel comfortable quoting a price. This question often reveals the "whys" and leads to the real motivational impact of engaging or not engaging my services.
"Will you need help selling this idea internally, or this solely your decision?"
This is one is a bit forward, but asking straight out how they answer the question, "Why should I buy from your firm and not your competitor?" or simply, "What makes you different than all the other firms you're competing against?"
I've found that most people stumble over answers to this type of question which serves 2 purposes for me. First, it highlights to them why they can use my services. And second, it allows me to confirm that there is a problem, and that I can solve it.
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