Comments on: Defeat Sales Anxiety by Asking These Great Questions

By: Brad Shorr

Brad Shorr — Mon, 10 Nov 2008 20:52:58 +0000

Hi Steve, Hope these questions help. Listening is definitely key, and much easier if you've got questions at your fingertips so you don't have to think about what you're going to ask next when the client is talking. Brad Shorrs last blog post..Time to Hit the Road

By: Steve C @ MyWifeQuitHerJob.com

Steve C @ MyWifeQuitHerJob.com — Wed, 05 Nov 2008 02:01:08 +0000

Hi Brad, Especially to an engineer, selling is a foreign concept. This is a great list of questions to have in hand next time I visit my customers. I need to focus a bit more on my listening skills though. A lot of times, I find myself depending on a canned pitch. Steve C @ MyWifeQuitHerJob.coms last blog post..Customer Stories: The Woman Who Didn’t Get A Receipt

By: Brad Shorr

Brad Shorr — Wed, 29 Oct 2008 11:10:59 +0000

Andrew, Excellent observation. Open questions make customers an active part of the conversation. Closed questions make them feel like they're being interrogated. Closed ended questions (Are you happy with this product?)are devastating, but we tend to ask them more naturally than open ended questions. It takes a little practice to ask good probing questions. A little thing perhaps, but one that makes a world of difference. Brad Shorrs last blog post..Marketing Is Now A Two Way Street Leading Up

By: Andrew

Andrew — Wed, 29 Oct 2008 11:03:04 +0000

Brad, Those would seem to be effective questions to me. Karen hit on the point of discovery, and I note that the majority of your questions (although not all) are open ended questions, which may help prompt the customer to open up and share a little more about how their thoughts and feelings. This process not only helps you to gain a better understanding about their needs and the role which your offering could play in terms of servicing their business requirements, it also helps build rapport with your prospective customer. Andrews last blog post..Do SRI funds lack accountability?

By: Brad Shorr

Brad Shorr — Tue, 28 Oct 2008 21:53:55 +0000

Karen, So true. You can ask the greatest questions in the world, but if you don't hear the response, what good does it do? Sales people tend to think ahead, but with practice we can live in the moment. Meditation helps. Brad Shorrs last blog post..Defeat Sales Anxiety by Asking These Great Questions

By: Karen Swim

Karen Swim — Tue, 28 Oct 2008 14:16:38 +0000

Hi Brad, great list of questions! I sometimes take it for granted that not everyone is comfortable selling. I think it’s wonderful that you remember and share. The sales process is all about discovery. You’re uncovering needs and listening for ways to meet them. I would only add, ask and then listen. Don’t be so intent on selling that you don’t listen and repeat back answers. Doing so shows you’re paying attention, validates your understanding and leads to the close.

Karen Swims last blog post..Keeping Your Head In a Mad, Mad World