DON’T DO IT
QUESTIONS THAT SHOULD NEVER BE ASKED
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Never leave a birdie putt short. Never leave a runner on third with less than 2 outs. Never lead with your chin.
I believe that most Sales questions are good questions and only a limited number of questions should never be asked. Here are my absolute never, ever ask questions:
· “What can I do to get an order?”
· “What do you like about your present vendor?”
The former question is asked by the “lazy guy,” one who expects to land business just by showing up. It’s so much about himself and not the Buyer – imagine if it was that easy. What does it say about the possibility of building high-caliber working relationships? How could we ever be secure with our own clients? Instead, go with an “Igniter Protocol” that delves into the real needs of the Buyer. Develop the ten (10) best questions – about them – and go with it.
The latter question – which I call the “death question” — is as thoughtless as they come. Again, the Selling bar is lowered but the ramifications are greater. Why would any Seller want to hear what a non-client has to say that’s positive about their competitor? Just assume the answer is:
· “Their service is great, their pricing is super, twice a year they take me to Pebble Beach
Unfortunately, this same thoughtless Seller continues with:
· “What don’t you like about your current vendor?”
How low is this? Don’t sell negatively – it’s neither nice nor right. It will come back to bite you. Instead go with these:
· “How satisfied are you with level of service you’re receiving from your present vendor?”
· “What one (1) thing would you improve about the level of service you’re receiving?”
Stick with the questions that help you identify the Buyers’ needs and you’ll be just fine.
How’s that sound?
Good Selling!
SLH Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH Sales System. To be removed from distribution list, simply reply accordingly.