Business > Sales Training > Prospecting For Success -- 3 Questions
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Article rating : 0.00, 0 votes. Author : JoAnna Carey
Success is often built by having the courage and stamina to keep climbing even when the competition is struggling to maintain the routine. Prospecting is a skill that is overwhelming for some, sport for others but ultimately a vital business development tool for most. Anyone who has experienced the bizarre responses that are often generated from “cold” prospecting calls can attest to the feelings of great victory and even greater rejection that is often associated with generating new business.
Recent prospecting calls to West Michigan businesses turned up responses such as: “Our employees are too busy working to participate in morale boosting activities,” and “We would love to increase morale and productivity but business is so slow it wouldn’t make a difference.” With these responses in mind, a refresher course in prospecting techniques and a few words of encouragement may be beneficial.
Close more sales by honing your ability to ask questions and listen in silence. The three questions presented below are easy to implement, simple to remember and guaranteed to boost prospecting success. Always ask as many questions as it takes until you fully understand. If you are afraid to ask questions, then you may be limiting your success!
The fastest way to learn something new is to ask questions. In my opinion, the fastest way to discredit what you are about to say is to preface your question with an apology for having to ask. Why? Because each time you ask a question it gives the person responding an opportunity to clarify his or her perspective. And what you have to say is just as important as the comments of anyone else in the room, so relinquish your need to apologize for asking questions.
Whenever you ask a question, it is essential to practice silence so the person has a chance to respond. Many people are afraid to have a silent moment in conversation so they rush to fill the quiet space. Become comfortable with silence and it will give you an advantage in at least two ways. One, allowing a moment of silence after you ask a question sends a subtle, nonverbal clue that you are expecting an answer. Two, pausing after someone asks you a direct question allows a moment to gather your thoughts so you will be less likely to fill the air with non-words such as “uh” or “um.”
3 Questions That Can Improve Your Sales Success
1) “WHY?”
Spend time with a child and you will realize how vital the question “Why?” is to learning. If you have stopped asking why, chances are that you are not stretching the boundaries of what you know, or have become so bogged down in the minutiae of your own life that you have lost the natural curiosity necessary for growth.
2) “What are my options?”
This is especially helpful when you feel that a situation is beyond your control, such as when an employee resists changes that are necessary for the growth of the company. Or, when your employer offers you a new position that would require more travel than you'd like. When in doubt, asking the other party to suggest additional options may provide you with a solution you had not considered. This is an excellent time to practice silence. The question speaks for itself.
3) “Is there anything else I should know?”
Top salespeople are trained to uncover crucial facts by asking the right questions. Use this question to uncover extra information and details in any situation. Most people, if asked this question at the end of a conversation, will add more details, and it is often information they would not provide during normal question and answer discovery.
Save time, effort and hours of rework by gaining clarification. Ask questions without apologizing for having to ask. Practice using silences when you ask a question and when a question is directed to you. When in doubt, don’t guess; just ask!
Challenge yourself to increase your prospecting success by incorporating silence and the three questions presented here into your daily routine. The suggestions are easy to implement, the prospecting calls will most likely be entertaining and the information you uncover can lead to a plethora of new opportunities.
*Copyright 2004 JoAnna Carey, Carey'D Away Enterprises, LLC. Adapted from the book Rat Race Relaxer: Your Potential & The Maze of Life. All rights reserved.
{This article may be reproduced and shared in any format as long as the contact and copyright information with author bio is included. Please also send us an email at mailto:j.carey@att.net and let us know how you are using the articles so we can continue to provide useful and timely information to our loyal readers. A courtesy copy of your publication is appreciated.}
JoAnna Carey, AKA The Rat Race Relaxer, is an energetic entrepreneur who delivers influential, customized presentations that fit the fluctuating needs of businesses and associations. Her background includes marketing, public relations and sales experience, spanning the non-profit, healthcare, banking and financial services industries. JoAnna is the author of a motivational book titled “Rat Race Relaxer(TM): Your Potential & The Maze of Life,” and host/producer of her own weekly television program “The Rat Race Relaxer(TM) Show.” Contact Carey’D Away Enterprises, LLC, http://www.joannacarey.com/, mailto:j.carey@att.net, or 616-530-3787.
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