Listen More by Talking Less.

Sales Tip of the Week from Mike Leeds – Pro Sales Coaching

Listen More by Talking Less.

Do you want to get the most out of your questions to customers?

When asking questions, it is very common to ask “closed-ended” questions which often result in a “yes or no” answer, or a single word answer. This is the main reason that sales people end up speaking an average of 78% of the time, and only listening 22% of the time during a conversation. If we want as much information as possible to help our customer with solving a problem or a need, we need to flip these numbers and begin listening 78% of the time. The key is to ask “open-ended” questions to probe for information.

I’d like to share with you a tip for asking “open-ended” questions: First, try to limit your questions that begin with “do”, “can” or “is”. The answers to these questions will often be a single word, forcing many sales people to make the mistake of asking more closed ended questions (the interrogation technique). Second, focus on questions that start with “how” or with a first letter of “w” (i.e. What, Why, Who, Where or When). These questions will allow your customer to expand their answers so you can quickly and accurately determine their need. The result is your customer will be doing the talking, while you are actively listening, taking notes, and asking follow-up questions for more information.

Examples of some open-ended questions that will create great dialog:

How do you measure success?
What issues or challenges are you encountering?
Where do you see your business expanding?

Mike’s Upcoming Sales Skills Workshops for February…

1. Sales Skills 401 ● Effectively Communicating With Different Personality Styles

Date/Time: Friday, February 15, 2008 ● 9:00am – 12:00pm

Location: Greater Phoenix Chamber of Commerce ● 201 N. Central Ave., 27th floor – Phx

Investment: Members - $59.00 ● Non-members - $69.00

Register today to Norma Macias at 602-495-6484 or nmacias@phoenixchamber.com.

2. Creating Your Effective Networking Commercial!

After learning some tips to develop an effective 30-second networking commercial, we will work on your specific message. Your opening statement will create customer interest and assist you with developing networking relationships that are critical to your business development.

Date/Time: Tuesday, February 26, 2008 ● 10:30am – 12:00pm

Location: Arizona Small Business Association at 4130 E Van Buren St, Ste 150 - Phx

Investment: ASBA Members - $30.00 or Non-members - $40.00

Register today at 602-265-4563 or rsvp@asba.com.

Have a great sales week!

Comments

[Ian G]

Mike,
Once again, this is excellent advice. Sales people love to talk. I know I do! It is important to remember that when we are at our best, we are listening, not talking. A good sales call is always a conversation, not a lecture. Thanks for the reminder to just shut up. If you ask the right opened ended questions, the prospect will tell you how you can solve their problems.