Filed Under:Your Practice, Brokerage

Get your point across—with questions

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 to do this is to wrap up a question with your knowledge and insight. For example, I might 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 “Based on my work with a number of other sales forces, I find that the top three issues they’re facing are:

  • Difficulty setting up initial meetings with key decision-makers;
  • Getting customers to decide to change from the status quo; and
  • 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 asked a simple, open-ended sales question. In the second one, I used my experience with 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, I let him know that I have worked with other people like him.

You, too, have expertise. Think about how you can leverage it to ask insightful, provocative sales questions that will demonstrate your experience. I promise it’ll have an impact.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

Jill Konrath is the author of SNAP Selling and Selling to Big Companies. If you’re struggling to set up meetings, click here to get a free Prospecting Tool Kit.

Top Sales and Marketing Ideas - 2014

Special Feature

2014 100 Best Sales & Marketing Ideas

There are a million ways to sell an insurance product, and any one of them may work depending on your target market, your product lineup and your own unique skill set.

Explore Now
More Resources

Comments

Advertisement. Closing in 15 seconds.