When it comes to sales, questions always win. Statements lose!
I’m not sure why it is, but when we first start out in sales, we think we have to make all these great statements. We feel if we can just make the right solid statements that the other person will buy. But that isn’t how it works. When we make statements, it causes the other person to ask us questions. And the person ultimately asking the most questions wins!
If you observe the greatest sales people, you will see they are in control and know how to ask the right questions which leads the other person.
When we ask questions, it causes the other person to respond with answers. So learn to ask more questions. Some statements are OK but make it a goal to ask more questions. Learn the right questions to ask so you can be in control of the conversation… and ultimately make more sales.
Rich
Rich Florence 