By Perry Rearick, Chief Editor, Follow Your Buyer
Thought for the Week—Helping your buyer with the right questions!
Great salespeople don’t pitch, but instead, help their buyers!
They know how to ask insightful, probing questions with a sincere intent. They do so to uncover opportunities to help, not to sell. Asking questions this way is an art, it takes practice, and excellent B2B organizations know how to create sales teams that are exceptional at it.
But have you ever considered the questions your buyer has for you? Not the ones that populate your FAQ page on your company website, but the ones they really have.
Sure, we often pause during sales meetings with a buyer to ask, “do you have any questions?” But the purpose of this to check to see if the buyer is hearing what we’re saying. Are they accepting the value we’re proposing?
But have you considered what is really going on in your buyer’s mind? Can I trust this salesperson? Do I believe what they’re saying? Is this a valuable use of my time?
I recently spoke to the marketing manager at Ease Logistics, a company that uses this technique to create winning content and much more too. Keep an eye out for our Wednesday newsletter when we feature an article on how they do it.
In the meantime, try to really get into the minds of your buyers. Ask yourself, what questions are my buyers asking of me?
I hope you have a great week!