Success Mindset, Winning Deals

[Video] Leverage Sales Questions to Demonstrate Expertise

Can you really leverage sales questions to demonstrate your expertise? Absolutely. And, it's one of the best ways I know to show that you're a smart, savvy seller who could bring value to a relationship.

The way you do it is by wrapping the question with your knowledge. For example, I could ask a potential prospect, "What kinds of problems are your salespeople facing today?" It's a nice open-ended question and might get someone talking.

Or, I could say this:

"Based on my work with a number of other business-to-business sales forces, I find that the top three issues they're facing are:

1) Difficulty setting up initial meetings with key decision makers;
2) Getting customers to decide to change from the status quo; and
3) Differentiating themselves from the competition.

Which of these is having the most impact on your sales force?"

See the difference? In the first one, I just asked a decent question. In the second one, I used my knowledge of what other similar customers are facing to set up the question. Plus I asked a more pointed question --- one that will get me better answers. And finally, it showed that I worked a lot with people like him.

You have expertise too. Think about how you can leverage it to ask 3-5 really insightful, provocative sales questions. I promise you it'll have an impact.sales questions

After a successful career in the sales world, writing five books, and speaking internationally, Jill is now tackling an even bigger challenge. She's focused on bringing the "millions in the middle" together to solve some of the biggest issues facing our country and the world. Jill truly believes so much more is possible if we can work together.