Lazy Questions = Bored Prospects

I yawned the other day when someone was trying to sell me. Their questions were so lazy, so generic, so boring I may have even yawned more than once.

The conversation felt ho-hum, almost mind-numbing in it’s predictability.

The most frightening part is I initiated the conversation. I WANTED to buy.

You have to create an arsenal of questions that:

1. show insight into your prospects situation.
2. make them think differently than they had before.
3. intrigue them.

I say create because for the majority of salespeople I’ve worked with – winging it, making the questions up IN the conversation, being lazy = B O R I N G.

Lazy questions;
> are more close ended than open.
> tend to be about what the salesperson wants to know vs. what the prospect wants to achieve.
> at best are about the situation (and rarely touch on root cause, implications, or anything deeper).

Communication – it’s your responsibility; so stop being lazy and start crafting insightful questions.