Great salespeople always get an answer to a question
Do you ever struggle with getting answers to your questions? The GREAT salespeople are able to get questions answered even from the most closed off, defensive and rejecting customers.
Great salespeople always get an answer to a question
The GREATS are like magicians. Remember, we talked about that a couple weeks ago. GREAT salespeople know how to keep communication open and flowing. The GREATS know how to stay in agreement with the client and get the answers they need to be of real service and value.
“I don’t know” is not an answer, by the way.
The GREAT salespeople are looking to get data and information they can use to help and serve.
What’s the only reason you ask a question anyway? To get an answer, right? If you didn’t need the answer, you wouldn’t ask the question.
EXERCISE: Make a list of questions you ask that you have (or have had) a hard time getting the answer to. These could be questions about income, current financial situation, budget or debt level. Anything that has the potential for discomfort with your buyer. Then grab a partner and use the formula below to practice getting answers to your questions.
Formula for getting answers to your questions:
- Agree first
- Repeat the question
- Smile
- Continue to agree and repeat the question creatively until you get your answer.
Example:
Dick: How old are you Jane?
Jane: I don’t need to tell you that.
Dick: Of course you don’t need to tell me that. How old are you?
Jane: It doesn’t matter
Dick: You’re right it doesn’t matter, how old are you?
Jane: Why do you need to know that?
Dick: I’m just curious, I’m thinking you’re just over 30. Is that right?
Jane: You’re close
Dick: Under 35?
Jane: 33
GREAT Salespeople are great communicators…
…who insist on getting answers to their questions. They don’t go down some road and not come back without what they went down there for. The GREATS know how to be in control. Control of the process, not the client.
For further practice and study, make sure to review the FACT FINDING content inside Cardone On Demand and Cardone University. Remember, the only reason to ask a question is what?
Leave us a comment below and let us know what you think a good response would be from a salesperson to a prospect who says “I don’t know.”