DON’T ASK LEADING QUESTIONS – THEY LEAD YOU NOWHERE

Have you ever been sold to? Sure you have. How often do you see where the salesperson is taking you with her questions? Pretty often I would say. Is it because we are “in the business”? I don’t think so. It is usually because the salesperson is asking a leading question. Here are a few that come right out of traditional sales training courses:

• “Is the xxx machine producing at least 32.3 percent?” (Probing question)
• “You would have to agree that it makes sense to reduce cost right?” (irrefutable statement)
• “If I could show you a way to increase output would you be interested”?” (commitment)

All of these are an attempt to lead the prospect somewhere … and they see right through it … and furthermore, they don’t want to go there because the see it as a trap … and it is one. So don’t ask these leading types of questions you won’t get the answers you are looking for and you will end up working too hard for the order. Here’s a different approach. Make statements that they can refute. Don’t probe, discuss. (Who wants t be probed anyway.) don’t ask commitment questions to stat the conversation. It might sound like this.

• “I assume the xxx machine is above 32%”
• “In an operation like yours at least it is easier to keep costs in line”.
• I have some clients worrying about output, but it looks like yours is OK.

You won’t get typical responses to these statements that’s for sure. If it seems unnatural it is because new skills are needed for the new economy. Go here to watch a short video to find out why the new skills are needed.