Whatever your occupation or position The Best Salespeople Don’t Have the Best Answers. They Have the Best Questions. We are selling everyday making friends, finding love, getting jobs having careers, raising children and more. Asking the right questions is the key.
After reading the articles I mentioned in the introduction, It reinforced what I knew and how i work; listen, ask questions delve deeply then begin finding solutions.
Forbes Riley → asks questions and discovers what people need.
Consulting article → relationships and asking the right questions.
Your own coaching → you ask questions before recommending anything.
Smart salespeople → listen before pitching.
Think about what questions you want to ask and what categories you want to explore
- Discovery: “What’s happening right now?”
- Impact: “How is this affecting you/the business?”
- Past attempts: “What have you already tried?”
- Consequence: “What happens if nothing changes?”
- Possibility: “If we solved this, what would be different?”
- Priority: “Why is this important now?”
- Commitment: “What are you willing to change to get there?”
Sometimes people want the result but aren’t particularly interested in doing anything differently to get it. Funny how that works.
The quality of the solution depends on the quality of the questions you ask.
Similar to last month’s newsletter about purpose and value, asking good questions isn’t just a sales skill. It’s a leadership skill, a coaching skill, a consulting skill—and a self-assessment skill.
Which brings us right back to you asking yourself:
Do I still like what I’m doing? Is it enough? Do I want more? And what would “more” actually look like?
If you’re resetting, pivoting, growing a business, or trying to figure out what’s next, the $100 Reality Check is where we start. email me to gt started Harriet@trainingsolutions-hlc.com
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