290 Questioning Skills Genius

Amzy♥️🥺

13 min•0 plays•0 favorites

Business & Finance

Description

The idea of asking questions of buyers during sales calls is actually ancient. For at least eighty years, we have known this is the most effective way of getting agreements to our offers. If this key insight has been around for so long, how come there are so few salespeople who have discovered it thus far? Salespeople in Japan turn up to see clients and launch forth straight into their pitch. They do this without having even asked one question about what the buyer wants, needs or has some interest in. “You can’t easily hit a target you are not aiming for” is obvious. If the target is a sale, there must be a need the client has, in order to convince them to hand over their money. If you are not constructing your conversation with the buyer around their need, then you are not aiming for the target, and you won’t trigger any buyer action. Conceptually the idea of asking buyers questions is not complex. Japan throws up the curve ball though, that asking questions of buyers is considered rude here, so salespeople decline the chance and go straight into their pitch instead. This is a religious difficulty here. The buyer is GOD in Japan and GOD brooks no questions from mere mortals. Well, GOD they may be but the buyer will answer questions and willingly, if we ask them the right way. We simply use a four-step approach: (1) tell them what we do in general terms. (2) note a specific case where we have provided value to a buyer, with concrete numbers attached. (3) suggest that perhaps we could do the same for them. (4) mention that in order for us to know if that was possible or not, would they mind if we asked them a few questions? Yes, there may be some rare holdouts among Japanese buyer GODs who demand our pitch be given, but for the vast majority of cases, the permission

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GeorgiaRay

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