Don’t flame me on the title, there is a method to this madness. I like cliché questions for sales interviews. There, I admitted it. Now, I should clarify, I’m not talking about an entire interview of these questions, but rather some strategic ones sprinkled into your question list. Here is why – if the question is cliché, the candidate should have a sparkling answer. Their answer may be well-rehearsed – that is fine. You, as the interviewer, simply need to drill down on their response to get to the unvarnished truth. However, the catch to this approach is when they don’t have a strong answer. I am always concerned about… Read More
Continue ReadingOpen-Ended Questions
Asking the right questions is the backbone of successful selling. The reason they are so important is that the right questions qualify the right information. This information allows the salesperson to determine how good of a fit exists between the prospect’s needs and the salesperson’s solution. Simple, right? But what questions should the salesperson ask? JustSell.com has an excellent starting point where they list 30 open-ended questions. An example: qualifying What do you see as the next action steps? What is your timeline for implementing/ purchasing this type of service/ product? What other data points should we know before moving forward? What budget has been established for this? What are… Read More
Continue ReadingQualifying Is In The Questions
Successful selling is far more than being a smooth talker. It requires the ability to listen attentively and move within the conversation. This principle is discussed in a ManageSmarter.com commentary titled Build Sales Relationships: Consultative Questioning. The opening recollection of the author’s first sales position is excellent: I marched into orientation, ready to close like a champion. That’s when my real learning began. My manager opened training with a startling insight: “Want to be successful in sales? Keep your mouth shut and your ears open.” His approach contradicted everything I read: He stressed dialogue instead of dominance and questioning in place of presenting. And he always customized his approach based… Read More
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