I think everyone has heard the saying “when you assume, you make an ass out of u and me.” The cure to being an ass is to ask.
Let’s face it asking a question is the only way to turn someone else’s brain on!
That is why I talk about asking INSIGHTFUL questions.
The Merriam Webster definition of insight:
1: the power or act of seeing into a situation : PENETRATION
2: the act or result of apprehending the inner nature of things or of seeing intuitively
Your sales questions need to help your prospect see into their situation, differently than they have before. Their answers need to define the inner nature of their request/requirement.
Don’t take for granted that you have heard it all before and know what they’re thinking based on the surface explanation. ASK another insightful question about their answer.
Of course – you may need to take another glance at listen vs. being there as well. Without listening how will you know what to ask next? or understand anything at all.
This month’s sales focused blogs
all have the VERSUS Theme:
Change vs. Status Quo
Busy vs. Productive
Listen vs. Being There
Question vs. Assume