WHAT THE HELL SHOULD I ASK?
Time and time again, sales mentors, gurus, and so-called experts keep telling sellers that they have to only ask open-ended questions. Open-ended questions are actually really good for collecting data from your prospect, but there’s a whole lot more to selling than just collecting data.
In this episode, Walker talks about what you should really ask aside from the usual what-when-where-who-how. Stay tuned until the end as Walker breaks down some questioning strategies you can use to go deeper than the tip of the iceberg, only here in this latest episode of No BS Sales School.
NON-BS WORDS TO THE WISE
YOU ONLY TALK 30% OF THE TIME
“You should talk 30% of the time in a sales call, 30%, and most of that time should be asking questions. Okay, so here I am saying that, and not just open-ended questions, because open-ended questions will get you data, and data is helpful. But what I learned was that even I was asking the wrong question of myself.”
ASKING QUESTIONS BEYOND DATA COLLECTING
“When I'm asking what are the right questions, the right question is, what am I trying to learn? What do I need to learn from a sales call to see if the person I'm talking to is gonna be the right fit for me and what I'm doing? Are they going to be the right fit?”
Where to find Walker:
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