Jamin: Hey guys, this week’s episode is how
to ask sales questions. Hey guys, this week we are talking about asking
questions. It’s another skill set along with all of our series far that is a key tool to
be effective in sales. Josh, I think you have a quote for us to start off.
Josh: I do. This quote is by Steven Cavy and it says, “Most people don’t listen with the
intent to understand. They listen with the intent to reply.” And I think that really
sets the tone from this video because when we talk about asking questions, really what
we are talking is about is understanding. Asking the question, listening with the intent
to understand what the prospect or customer is saying so that we can be better at positioning
our product or service in a way that they want to accept, they want to buy from us,
we are a solution provider and not a sales person at that point.
Jamin: You are not just giving them information that is bouncing back or bouncing off of them.
Josh: That is not the point at what we are trying to do. Yeah, we are trying to get to
know them that we can be more personable with our pitches.
Jamin: Exactly. Josh: Yeah.
Jamin: To dive in to … I wrote down a note of what I feel like asking questions … what
I benefit from it and this is a skill most people in sales would say they know well,
but in reality asking the right questions at the right time to uncover their needs,
is a skill set that takes time. Josh: Absolutely.
Jamin: Most people in sales are young. I’d be in sales for about six years now and you
always have a lot of ammunition then you have when you go and talk to somebody. You know
what I mean? Josh: Correct.
Jamin: You are excited about this. I have this, I want to tell you about it. I have
this, and really just going in and talking to a client or prospect and just finding out
what they actually need is bar none, barely anybody out there does it these days well.
Josh: Right. I agree. I think people get overreacted. They get caught up in the classic filtering
that they are not loose, they are not listening, they are not being a human being. People want
to do business of people. We talked about that all the time and if you are consistent
about being a human being and understanding and that’s what people crave is just to be
understood, if you understand what a office clerk is doing, what a executive is doing
and you go, wow, well this is how I can make your life easy or better or make you profitable,
people get excited about that. Jamin: There are a lot of sales people out
there. There is a lot … there is many more people like you that are trying to sell to
the same client or your same prospect. You have to differentiate yourself by trying to
find their needs. What is going to be important to them? What is going to actually make a
difference in their daily lives? A great example of that is if you are just prospecting or
if you are going to cold calling, going to see somebody, rather than just going in and
just throwing quacking at them saying, “How much are you going to pay for this, or how
much do you pay for this?”, and “You guys are working with them. They’re a horrible
company.” You just talk and you are just throwing darts at a board and you don’t even know where
it is. Go in, ask questions like first walk in and
say, “Hey, who you guys are dealing with?”, and you usually this company, this company,
this company, this company. Okay, now you know who are you competing against, fortunately
great piece of Intel and usually nobody has a problem with that. Then go in and say, “What
are you going to do for your delivery? Do they come and just leave it in the front lobby?
Or do they actually take it to the back?” They just leave it in the front lobby. Small
questions, small pain point but that person that you are talking to deal with that in
a daily basis and if you can him 10 minutes compared to the last guy, do you think they
are going to be interested in talking to you? Josh: I know. I mean, you are giving hints
about next week’s episode but one of the things too is even if you are selling intangibles
like me, I sell websites, I sell web apps, it’s like I’m selling air sometimes. I really
have to listen to what is important. You are interested in making sure that people who
visit your site from a mobile device can see your information. Okay, now I can position.
If I ask the right the questions like, “Hey, have you ever looked at your website on your
phone? No, you haven’t? Do you think that looks good? No, you don’t?” Oh man, I mean
they are opening up the gateway for me to come in and offer an incredible solution for
them. Jamin: You hare having them answer their own
question. Josh: That is the biggest thing man. They
are selling themselves almost. Jamin: Oh my God. That is a great point. You
just brought it up and you actually can solve that problem?
Josh: Right. Jamin: Huge and a couple of questions we actually
wrote down just for examples. Josh: Give them some examples man. These are
great questions. Jamin: A couple of examples that we threw
down. What do you want to see from … if you are talking to a client prospect and usually
it’s in a meeting sense as of what do you want to see from your vendors, just you are
asking the prospect or client. What do you want to see from your vendors? What is it?
What would you like to achieve with these meetings? We are meeting right now and we
are talking and you say like, literally, what are we both doing here? Why are we both in
this room? It’s an opening a question you are asking them what their goal is. Are there
any others involved in making these decisions? I am talking to somebody that we have to go
through five different people to get this approved or are you the main person.
Josh: That right there is worst money. People forget to ask that question, they waste half
a day, selling someone that is ultimately doesn’t help you make a sale.
Jamin: Literally you are wasting your time by telling them all this stuff when really
they can’t even pull the trigger. Josh: Right.
Jamin: Why … giving them all this information, giving them your perfect pitch and be like,
wait you need to call Joe, oh, that is awesome. Josh: Exactly. Well let’s wrap this one for
them, Jamin. Sum it up for them. Jamin: Asking questions really is simple as
that. Think about listening, listening and listening, shut up and listen some more. Counter
your sales pitch or the way that you are going to … that your objective with that customer
from a question and finding the value or the need that they have. Find the value that they
are looking for, fill that need by asking questions.
Josh: Absolutely. Jamin: Hope you guys like this episode. Please
watch next week. Have a great week. Josh: See you next week.
Jamin: Hey, everyone, this week is all about working remotely. Shit. Did you guys like
… like stunting your ability to do this.