Selling Without Selling: The Sales Revolution Starts with Questions

Most people don’t like sales for only two reasons:

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1.???? They worry about coming off too salesy.

2.???? They believe services or products should sell themselves.

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And these misconceptions are the reason why they avoid anything that has to do with sales.

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But what if there was a way to sell without even selling?

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I’m talking about the salesperson that customers love to buy from and trust to solve their problems.

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Now, unless you have some type of Jedi mind trick up your sleeves where you can actually read people’s minds, then this article is for you.

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In this article, you’ll learn the simple secret to selling anything: ask, listen, and solve.

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You’ll learn how to ask the right questions the right way and how to use your body language and tone of voice to show genuine concern and interest.

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You’ll also learn how to position yourself as a consultant, not a salesperson, and how to provide value and solutions to your customers.

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The Difference Between a Sales Rainmaker and a Sales Talker

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The sales rainmaker is different from the guy or gal with the gift of gab.

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Neither is it the person who can sell snow in the winter; that kind of salesperson reminds everyone of the sleazy car salesman stereotype that no one wants to deal with.

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We as humans love to acquire things, and we all love the habit of buying.

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People are buying stuff every day, whether it’s something they want or need.

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Think about it: You buy the things you need because, to you, they are essential. You purchase the items you want because, to you, it’s a desire.

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So, a natural sales rainmaker’s job is to elicit wants or needs when interacting with a potential customer.

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Think of your favorite restaurant and why you keep asking for the same server anytime you are there with your family or even when you are alone.

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How does that server make you feel?

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You probably like a host of things about that server. She welcomes you with a greeting and asks where you would like to sit. She asks you about your day or your week.

She remembers your starters and asks if you’ll want to start with the usual.

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The experience gave you good emotions from the beginning to the end, and for many years, that has kept you going back there again and again.

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Now let us contrast that with the salesperson who finds a way to sell you something you don’t want or need.

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You felt pressured to do it, and you bought it. You went home with your new purchase, resenting yourself for buying something you don’t have a use for.

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What emotions do you feel about this kind of salesperson?

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Is this someone you will refer your friends, associates, and family to?

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The answer is probably a resounding NO. And rightly so, because that salesperson never cared about you at all. The SALE was the only thing that mattered to this salesperson.

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Here’s the truth: Only salespeople with the attitude of serving the customer is on the way to becoming a sales rainmaker.

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When you have an attitude of service, it’s not about you, but about whomever you are serving.

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Your mission statement as a salesperson is to constantly think about the benefits you will bring to your customers if they decide to buy from you.

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A salesperson in the service business understands that to serve, you’ll have to know the wants or needs of your customers.

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Unless you can accurately read people’s minds, which is nearly impossible, you cannot understand their wants or needs without asking the right questions in the right way.

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The Power of Open-Ended Questions

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The right type of question is not a leading question.

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They do not start with verbs like Is, Do, Can, and Does.

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These types of questions invite a yes or no answer.

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In sales, you want to ask open-ended questions using who, where, which, what, when, and how.

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Here are some examples of verb-led questions:

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• Does this proposal cover everything we discussed?
• Is the cost of this equipment too expensive?
• Can we work on delivery dates tomorrow?
• Is there anything else you need?

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Here are some examples of open-ended questions:

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• What price is fair to pay for this equipment?
• When can we work on delivery dates?
• How do you see this proposal?
• What else do you need?

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The effectiveness of open-ended questions is that they invite the customer to give you more information.

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You are not looking for a yes-or-no answer because you want your customer to provide you with all the details.

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The more information you have, the better equipped you are to handle any hidden or unspoken problems and the customer gives you the information in their own words.

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The Importance of Body Language and Tone of Voice

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So, when you ask your questions, watch your body language (if the customer is in front of you) and the tone of your voice.

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The tone of your voice must show concern, and it’s not something you can’t fake even if you try.

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Remember the example of the waiter in your favorite restaurant?

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If she was faking sincerity, I’m sure you'd notice right away.

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According to Albert Mehrabian of UCLA, a conversation contains three elements:

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Body language – 55 percent of the message

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The tone of voice – 38 percent of the message

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The words themselves – only 7 percent of the message.

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This means that your body language and tone of voice are more important than the words you use.

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Your body language and tone of voice should match your words and convey the same message.

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If they don’t, the customer will sense a discrepancy and lose trust in you.

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For example, if you ask a customer, “How are you today?” with a bored or annoyed tone of voice or with a slouched posture and averted eye contact, the customer will not feel that you care about them or their answer.

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They will feel that you are just going through the motions and that you are not interested in them.

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On the other hand, if you ask the same question with a warm and friendly tone of voice or with a straight posture and eye contact, the customer will feel that you are genuinely interested in them and their answer.

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They will feel that you are attentive and respectful and that you value them.

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The Role of a Salesperson as a Consultant

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When I first started in sales, I was always in my head thinking of what I'd say in order to impress my prospect.

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Even when I asked questions, I wasn’t paying attention to the answer because I was thinking of what I'd say next—apologies to all the prospects who had to deal with me in my amateur days.

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When you go to a doctor’s appointment, you want to be asked questions and know that your doctor is listening to you and taking notes.

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People know when you are really listening.

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Imagine if all your doctor did was talk without asking enough questions.

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I’m sure you wouldn’t continue visiting that doctor.

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A salesperson is a consultant, no different from a doctor or lawyer.

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Your primary job is to seek to understand first and then provide a solution.

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Your primary job is not to be eloquent in speech or to be an elocutionist.

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When your prospect is in pain and needs a solution to their problems, I can assure you that how well you articulate your words is not number one in their mind.

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Donald Trump will be president of the United States for one more term, in my opinion, and I don’t think he’s the most articulate politician we’ve ever seen.

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I’m not saying there aren’t any benefits to being articulate or eloquent; of course, there are, but these are not the primary things your prospect is looking for when they engage you.

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As a salesperson, your customers expect you to be a professional; a professional is thinking about solving his client’s problems.

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As a matter of fact, it’s your fiduciary responsibility.

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You have a duty to act in the best interest of your customer, not your own.

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You have a duty to provide the best solution for your customer, not the most profitable one for yourself.

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You have a duty to educate your customers, not manipulate them.

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When you act as a consultant, you build trust and credibility with your customers.

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You show them that you are not just trying to make a quick sale, but that you are trying to help them achieve their goals and solve their problems.

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You show them that you are not just a salesperson, but a partner and an advisor.

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Conclusion

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If you want to become a sales rainmaker, you need to master the art of asking the right questions in the right way.

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You need to show genuine interest and concern for your customers and provide them with the best solutions for their problems.

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You need to act as a consultant, not a salesperson, and build trust and credibility with your customers.

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But how do you learn and practice these skills?

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How do you get feedback and guidance from experts and peers?

How do you stay motivated and accountable to achieve your sales goals?

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The answer is simple: sales training.

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With sales training, you get:

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• Network and collaborate with other sales professionals from different industries and backgrounds.
• Get support and encouragement from a friendly and supportive community.
• Participate in challenges and contests to test your skills.
• Access high-quality training and coaching.
• And much more!

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Don’t miss this opportunity to take your sales career to the next level. Respond to this email with “I’m ready,” and I’ll help you get your sales game to where it needs to be. You have nothing to lose and everything to gain. See you inside! ??

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This is Christopher Njokanma, signing off.

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Every week, I stay committed to providing value for you. Remember, my daring reader, to Like, Comment, and Share this article, for it might be the boost someone needs to sell without selling. Stay tuned for more awe-inspiring insights and discoveries in the captivating world of unconventional success.

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Christopher is the President @ Cloud 98 - We power your brand's growth by harmonizing content and conversion.