If you want to get things done with people, it’s vital that you learn how to ask the right questions – it’s what all fruitful human interaction hinges on.
Sometimes, these are questions to ask your buyer – but in all cases, they are questions to ask yourself.
Because asking questions of yourself forces you to consider the other person, instead of the deal.
So long as you’re focused on moving the deal forward, your buyer will sense self-interest, and they probably won’t buy.
But when you stop to reflect, when you thoughtfully consider your buyer, you develop an insight on how best to help them.
You show up with an attitude that makes them self-select, because you’ll be helping, instead of selling.
Moving a deal forward isn’t about pushing CRM entries through stages in a pipeline.
It’s about saying:
“Tell me if I’m wrong, but: does this help?”
Relevant, personal, considerate – and inviting of a response and a decision.
In the end, selling isn’t all that hard, if you make it an act of service.
That’s why the core question to ask – from yourself and/or your buyer – is always:
What would be most helpful to them?
Whatever happens, no matter which objections they raise, always revert to the fundamental question:
How can you serve them at this stage in their life and the buying process?
What is required of you, to truly help your buyer?
On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release in June 2022.
Register here to be notified when it goes live.
