Asking Questions Is Not Enough, You Need To Allow Them To Answer.

I was asking my team of salespeople what they believed was the most important tool that a person in sales has. Some responses included "prior information on the customer, the ability to close, and a good reputation." All good answers but not the one I was looking for.

I published an article on LinkedIn in 2014, "Ask and Observe" that stated,

By asking the right question, in the correct formation, you're forcing the other person to think about the things you want or need them to think about, along the way to helping them - which results in a sale."

I don't think asking questions, alone, is enough anymore. Countless times I see and hear people ask questions, good questions, open-ended questions, yet don't allow the customer to think and respond with their answer properly. By cutting the answer short you are:

• Being Rude
• Showing you were never really interested in their true answer
• Showing the other person that what you have to say is more important
• Literally wasting both yours and the customer's time

I am not immune to this as I have battled to possess controlled enthusiasm my entire life. When I am passionate about something that I wholeheartedly believe can benefit someone, I have full confidence that I can and will help them. In the process, my eagerness has gotten ahead of me. I have worked on containing my excitement over the years and continue to do so seeking guidance and advice from masters in business.

As I was getting ready to click "publish" on this piece, A post by Jeffrey Gitomer "The King of Sales" came up on my LinkedIn feed with a link to an article he shared titled "The Elusive Hot Button, How Do You Find It?". It was Gitomer who actually put into my mindset of the second part of my 2014 article -"observe".

(The closest picture I could find with you with hair Jeffrey!)

Five of the first six tips Jeffrey gives begin with "ask". And there is the sixth,

"Look at everything in the office Look for something outstanding. Something framed apart from others or looking bigger, more prominent. Look for pictures and awards."

Brings back some great memories when we met in Orlando at his seminar and how I've used what I've learned from him as well as others in the field as I found my way through the ranks of salesmanship.

The reason why we ask questions is in order to listen to the answers given. To learn from the information communicated from the people that are being questioned. Can you imagine interviews being given and in the middle of the answer the interviewer interrupts and goes on to the next question?

How about podcasts? Asking good questions is a skill and there are some podcasters (is that a word?) that really know how to ask questions to get their guest to open up. It is the same skill that some salespeople have. But clamming up after the question is asked is just as if not more of a skill needed for success.

I took part in a presentation this morning on Zoom of a product demo. I often tell people that I learn best by asking questions. The presenter did one better by putting it right out there, "as I go through the demo please feel free to interrupt me at any time to answer your questions". WOW, what a relief!

A great way to learn is to ask good questions. The best way to learn is to listen to the answers.

Have a great week!