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How to Increase Sales With Questions That Seek Greater Clarity to Gain Greater Specificity
Written by: Leanne Hoagland-SmithArticle Overview: Do you every ask dumb questions to move the sales process forward? If not, maybe this article may show you how dumb questions should be part of your sales skills and sales toolbox.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
How to Increase Sales With Questions That Seek Greater Clarity to Gain Greater Specificity
To increase sales some gurus would argue that greater specificity is required. However, when you focus on securing greater clarity you will gain greater specifics about the needs of your potential customer. In other words it is OKAY to ask dumb questions.
Dumb questions are those questions that are asked to gain clarity and they truly are not dumb. When a potential client tells you that they want to reduce employee turnover you play dumb and ask "What do you mean you want to reduce employee turnover?" By asking the obvious you may hear a non-obvious response.
Or maybe the potential customer wants to increase sales? Instead of spewing one of the 3 Ps (price, product or proposal), you ask "Can you share with me what increase sales means to you?"
Most sales professionals are problem identifiers and only scratch the surface of their clients’ challenges. When you seek clarity, you are figuratively speaking peeling the layers of skin away from the onion.
Then you can transition to this lesser "dumb question" with the words "So?" or "And?" and allow the client to continue to paint his or her picture. For the greater clarity of the picture, the greater color and emotions embedded within that picture. People hear words, but think in pictures. Your goal is to help your potential client literally paint three pictures, one of what is currently happening and a second of what could be. The third picture is when she or he paints a bridge with your help connecting the two paintings. By this time, your potential client believes that you can bridge the gap between what is now today and what can be tomorrow.
The final benefit in seeking clarity is that you, as the sales professional, are not making any presumptions based upon your beliefs or existing knowledge. What you have done is given your client three blank canvases with the encouragement to paint what he or she sees. Remember asking dumb questions is not a bad sales skill, provided you know when to give the right answers.
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Assessment Leadership Audit For Business Business Building Check List |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Clarity Trumps Persuasion
- Jeff,
Thanks, great stuff !!!
Clarity or "KEEP IT SIMPLE" is probably the best advice anyone can ever give or get when involved in any business or personal situation.
Over 30 years of manufacturing ladies apparel has taught me two critical business lessons:
1-You will never get a 100% perfect outcome so In the BEGINNING,take your time, exhaust all your resources and energy and plan, plan, plan. . . If it STARTS off right it you'll get close to the desired outcome.
2-Keep it simple
I now will add "Clarity" to my formula for success.
CLARITY AND KEEPING IT SIMPLE BREEDS SUCCESS . . . .
I know the advice above is simple but isn't that what it's all about.
Thanks Ringo, This information not only was great for my website but it reminded me that "keeping it simple and clear" got me and my teams through some wicked situations
Best wishes
Barry
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Clarity Trumps Persuasion
- Wow, I would really recommend everyone to go through the presentation.
It's not so much that it's new information, but their presentation simply reaffirms in a concise way what we know about marketing and sales conversion.
Clarity trumps persuasion indeed!
Seek Venture Capital & Funding
- Hello,
Greetings from India.
I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample.
I have a basic outline for an offshore company.
1. Technology - like Microsoft Dot Net, Java, LAMP
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4. I do not have resources like funding. It is a very critical factor to me
Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc.
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Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain.
Seek your further questions and help.
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