Posted under Sales
from 1868 days ago

Salespeople (not you, of course) are known for asking poor questions – questions that are not only embarrassing, questions that are also rude. And I would be remiss if I didn’t add: questions that make them appear desperate and pressing for a sale.

The dumbest question in sales is “What will it take to get your business?” It’s by far the worst question you can ask a customer. It makes you a price seller rather than a value provider, and it makes you look like you “need” the sale rather than want to earn and grow a relationship.

REALITY: There is a close second to the dumbest question, and it’s the subject of this article. “What keeps you up at night?” Are you kidding me? NONE OF YOUR BUSINESS, that’s what!

 You’re at the beginning of a sales call, trying to build positive rapport and earn ...


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