“When you ask questions that no one else will ask, you learn things that other people can’t learn. When you learn things that other people can’t learn, you can solve problems that other people can’t solve and when you can solve problems that other people can’t solve, you can make sales that no one else can make.” – Jeff Bajorek in today’s Tip 236
Do you have a questioning problem?
Join the conversation below and check the links to the previous tips in this series!
Jeff Bajorek on LinkedIn
208: You Don’t Have a Closing Problem – Jeff Bajorek
215: You Have an Opening Problem – Jeff Bajorek
222: You Have an Engagement Problem – Jeff Bajorek
229: You Have a Discovery Problem – Jeff Bajorek
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jeff Bajorek. This is part 4 of Jeff’s 16 part series that Jeff kicked off back in tip #208 called “You Don’t Have a Closing Problem” Here he is with today’s installment:
Jeff Bajorek: You don’t have a closing problem. You’ve got a questioning problem. When you started your job, you were probably handed a list of 10 or so questions that you were told would be good conversation starters. The problem is, and the reality is, they’re not. There are some watered-down version of the same 10 questions that salespeople have been asking since salespeople were taught to start asking questions. That means that you can’t differentiate yourself. That means you can’t start any real genuine dialogue. That means you can’t engage them in a conversation with you. And if you can’t get engagement, you can’t get discovery. If you can’t get discovery, you can’t ask questions that help you discover, you gotta be better than that. So how do you do that? You get vulnerable. You admit to your prospect basically that you don’t know everything you need to know in order to move forward and I know that flies in the face and of the everything that you’ve been told about selling, that you’re supposed to know it all and you’re supposed to present to them what is going to be the perfect solution to their problem. It’s garbage. The way you demonstrate that you have expertise is by asking questions that are going to mean something. It’s by asking questions that once you have the answer to you can get to the root of the problem and actually start to dig in and solve it. Be Curious, be willing to get vulnerable. That’s going to deepen the connection between you and your prospect. When you ask questions that no one else will ask, you learn things that other people can’t learn. When you learn things that other people can’t learn, you can solve problems that other people can’t solve and when you can solve problems that other people can’t solve, you can make sales that no one else can make. Think about that.
Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/236 that’s also where you’ll find the video version of Jeff’s tip.
Thanks for listening and be sure come back tomorrow for another great sales tip!