Gain High Ground with Directional Questions to Improve Sales Performance Metrics
You don’t find your way to the Apple Store by mistake. You went there for a reason. If you make your way onto a car lot, you didn’t just wander there by accident. But the first thing most salespeople ask is: “Can I help you?”
That question is brutal, because the buyer answers the same way each time: “Nope, just looking.” It may actually be the dumbest question ever in an unsolicited buy. The correct question might be: “Have you ever been here before?” At least that would require you to answer yes or no.
If the shopper says “yes,” the salesperson can reply, “Okay then! You would probably like to know about this sale, those things that are on clearance, these new things over here.” But if the shopper says, “No, I’ve never been here before,” the salesperson could say, “Okay then! You would probably like to know about this sale, those things that are on clearance, these new things over here.”
You see, it doesn’t matter which answer the shopper gives. If the salesperson has a predictable process with directional questions, he or she is automatically tactically superior. That’s why asking a question like: “Can I help you?” is silly. That question demonstrates that the salesperson thinks it’s for them. My question, however, “Have you ever been here before?” opens up the opportunity to gain the high ground.
So, add asking directional questions to your sales playbook, and stop asking stupid questions!
For a closer look at how to ask questions that deliver results, get your copy of Selling is an Away Game, available online at Amazon.