Sales Questions - The Question is the Key

by Dave Kahle

Better Sales Questions

Focus, focus, focus.  That’s the phrase that I find myself repeating constantly in every sales seminar that I present.  I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges.  There are so many demands on our time, so many tasks calling for our attention, and so many opportunities available to us that we can easily become scattered and dissipated.  And in my 30 plus years of experience in the sales profession, I have identified several places where focus will gain you the greatest results.  At the top of the list is focusing on the skill of asking better sales questions.

      If there is only one practice within the scope of the professional sales person upon which you can focus, let it be to gain mastery in asking better questions.

The Ultimate Tool

       Of all the things that you can do and say when you are talking with a customer, there is none that even comes close to the power of asking a good question.  It stands alone, apart from every other tactic, as your single most powerful sales tool.  Nothing even approaches it.

Are your sales people ‘sharpening the sword’?

Sales people often become stuck in their comfort zones and allow their skills and disciplines to slide.  It’s human nature.  But, it’s not good for them or you.

Help them burst out of their routines with a short, weekly reminder. Sharpening the sword couldn’t be easier with our Kahle Way® B2B Selling System program.

A few minutes a week, for less than the cost of lunch.

Other people can teach you to sell.  We empower you to sell better. 

The Power of a Question

That power springs from a simple principle:  When you ask a question, they think of the answer.  I know that sounds incredibly basic, but the most powerful truths are often very basic.  If you consider this, you’ll come to the conclusion that the language in your question influences, shapes and energizes the thinking of the person to whom the question is asked.

      In the case of asking the customer, the question influences, shapes, and energizes the thinking of your customer.  Not only that, but the language in the questions you ask yourself direct and focus your own thinking.

     Where does the decision to buy your product or service ultimately take place?  Isn’t it in the mind of the customer?  And what one tool allows you to shape what takes place in that mind?  A good question.

      Let me prove it to you.  Answer this question.  Did you enjoy what you had for breakfast this morning?

      Now consider what you did when you read that question.  Probably, in a split second spent thinking, you conjured up a picture of you...CLICK HERE TO READ FULL ARTICLE.