“Questions are often objections in disguise.” – Shari Levitin in today’s Tip 1125
What’s your thought about this?
Join the conversation below and go check out the links!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Shari Levitin. Shari is a wickedly funny sales guru, who helps sales teams bridge the gap between beating quota and selling with an authentic, heartfelt approach. LinkedIn recognized her as a Top Ten Voice in Sales and Salesforce distinguished her as a Top 20 Global Sales Expert. Here she is:
Shari Levitin: Questions are often objections in disguise. The tendency and particularly for all of us, because we want to help, we want to be service people, but we also have to be smart. And when a customer asks us a question very often before we answer that question, we want to return it with a question and get the customer to clarify.
I would say, “What a great question. Let me ask you, what do you mean by socialization? Can you please tell me more?” That gets you to the heart. It doesn’t just happen in this perfect little place called “Discovery.” Some of the best time is when they’re asking you a question and then let them talk. It’s easier to do live. It’s harder to do virtually, but you have to. There’s some research out there that shows that the top salespeople are only talking, are you ready for this in a demo, 40% of the time. Wow, that’s hard. That means you’re throwing back questions at your customer.
Scott Ingram: If you want more tips on this changing buying/selling environment. Book a call with Shari and her team to discuss customized group sessions. We’ll have links for you to do that at DailySales.Tips/1125.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!