26 Feb Asking the wrong questions could send your customers to your competition…
We all know that asking the right business questions is key to success, asking the wrong business questions can have the opposite effect and that this applies not just in business but in life in general.
You’ll know this is true if you have teenagers in your household. Treading carefully is an art form when it comes to getting any response from a teenager. Ask well-timed, caring questions and you’re more likely to get a positive response – but jump straight in with the wrong questions and you are most likely to get an eye-rolling, arms-flailing dismissal!
This is the same when it comes to business – the businesses that perform the best ask the right questions in a prepared and systematic way.
We have all turned away from someone trying to sell us a car, house, washing machine or even shoes when they ask the first clumsy question.
For example, if we had only just met and I started telling you how wonderful our latest washing machine was and all the things it could do for you, you’d likely be put off by the hard sell and by my assumption that you are ready to make the buying decision.
You don’t build value by telling your customer how great your product is, you build value by asking them what their challenges, difficulties and stresses are with their current product and then having a conversation about how your product can take care of all of that.
When you use the SPIN framework to ask the right questions you will help your customer genuinely feel the need for your product, you will not need to persuade them as they will have already persuaded themselves.
Click here to download the ‘Build Value Sell More’ report and discover the SPIN framework in more detail and how to ask the right questions to ensure a positive outcome for both you and your customer.