In our culture it is basically un-American for a prospective customer or client to help a sales representative or service industry professional in the selling process, by answering the probing questions required in an effective consultative selling approach. However, many sales trainers, coaches and managers teach that to be “politically correct,” polite or to look professional, you must ask permission if you want to probe for information.
Don't believe it!
DON'T DO IT!
If you believe you must ask permission to ask questions, you dramatically reduce your ability to access the information needed to consistently close your sales, because most prospects have an inborn resistance to helping you make your sale.
The problem with "asking permission" to ask questions, is based in the same psychology that a person has when approached by a clerk in a retail store who asks, “May I help you?” Even if the customer knows what she wants, and could use the assistance, the question, as suggested in another myth, will often trigger the words, “No thanks I'm just looking.”
To overcome a prospect's inborn resistance to answering questions that will help you make your sale, use the “provocative question/takeaway transition” method outlined in detail in several of The $elling Edge, Inc. publications. This proven technique is designed to set the stage for asking in-depth, probing questions that will not be resisted and will actually produce the opposite effect in your prospective customer or clients. Check out our manuals at: http://www.TheSellingEdge.com/book1.htm
Being Politically Correct Can Cost You Sales - To learn more about this author, visit Virden Thornton's Website.
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Virden Thornton
(Visit Virden's Website)
VIRDEN J. THORNTON is the founder and
President of The $elling Edge®, Inc. a 23
year old firm specializing in sales,
customer relations, personal coaching and
management training and development.
Clients have included Sears Optical,
Eastman Kodak, IBM, Deloitte & Touché,
Bank One, Jefferson Pilot, and Wal-Mart to
name a few. Virden is the author of
Prospecting: The Key To Sales Success,
Organizing For Sales Success, 101 Sales
Management Myths, A Realtor's Success
Formula, and two best sellers 101 Sales
Myths and Building & Closing The Sale. He
also has a video/audio tape training
program entitled Close That Sale,
published by Thompson Learning. He has
also authored a Self-Directed Learning
series of sales, coaching & team
development, telemarketing and personal
productivity training guides. To obtain a
substantial discount on two of Virden's
new manuals, 101 Sales Myths and
Organizing For Sales Success, just go to
www.TheSellingEdge.com/book1.htm
Note: You can contact Virden at vi
rden@TheSellingEdge.com. You can also
see an expanded biography at: www.TheSellingEdge.com/bio.htm
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