Stupid Questions Cost You Sales!

Summary

In this sales training video, the speaker emphasizes the importance of avoiding common, ineffective questions that can hinder sales success. He criticizes questions like 'How can I help you?' and 'Do you have a minute?' for their tendency to trigger rejection and undermine credibility. The speaker advocates for closing deals confidently and directly, without relying on proposals or time-consuming delays. He highlights the need for salespeople to ask the right questions, with a focus on leading, discovery, and multiple-choice questions. The speaker encourages sales professionals to improve their approach through targeted training.

Takeaways

• 😀 Avoid asking the question 'How can I help you?' in sales, as it often triggers a rejection from customers who don't want to be sold to.
• 😀 Asking 'Do you have a minute?' undermines your credibility and suggests your time is not valuable. Instead, ask 'Is this a good time to talk?' to respect your prospect's time.
• 😀 Asking 'How could you not want this deal?' is pushy and makes prospects feel uncomfortable. Instead, help them come to their own conclusions about the value of your offer.
• 😀 'Would you like some time to think about it?' is a question that delays the sale and signals a lack of confidence. Close the deal in the moment instead.
• 😀 Offering a proposal or quote may lead to endless follow-ups without closing the deal. It's better to close the sale immediately after commitment and send the agreement later.
• 😀 Avoid asking 'Who is the best salesperson that ever called you?' because it's an ego-driven question that doesn’t provide value to your prospect.
• 😀 Asking 'Can I send you an email?' is ineffective because it delays the sale. Close the deal over the phone or in person, then send the agreement or payment link.
• 😀 The question 'Are you looking to buy today?' triggers a negative response. Instead, ask 'Where should we go from here?' to guide the conversation toward the sale.
• 😀 People don't like to be sold to but love to buy. Make the purchase feel like the prospect's idea, not a pressured decision.
• 😀 The key to successful closing is asking the right questions at the right time. Focus on asking intelligent, leading, and discovery questions to guide the prospect to a decision.

Q & A

Why is asking 'How can I help you?' a poor approach in retail sales?

Asking 'How can I help you?' triggers an automatic negative response from customers, especially those who are just browsing. They often don't want to feel pressured, which leads them to reject any assistance.

Why is asking 'Do you have a minute?' a bad question in sales?

Asking 'Do you have a minute?' implies that the prospect's time isn't valuable, and it sets an expectation that the conversation will be unimportant and rushed. This can destroy your credibility as a salesperson.

What is wrong with asking 'How could you not want this deal?'

This type of question pushes the salesperson's agenda too hard. It disregards the prospect's perspective and fails to focus on the prospect's needs and reasons for wanting or not wanting the deal.

Why should you avoid saying 'Would you like some time to think about it?'

'Would you like some time to think about it?' often results in delays and procrastination. It signals to the prospect that they have time to back out, weakening the chance to close the deal immediately.

Why is asking 'Would you like a proposal or a quote?' ineffective?

Asking for a proposal or quote sets up a prolonged chase, where the salesperson follows up repeatedly without progressing the sale. It's more effective to close the deal over the phone and only send an agreement afterward.

How can asking 'Who is the best salesperson that ever called you?' hurt a sale?

This question is ego-driven and irrelevant to the prospect. They are not interested in who the salesperson is, but rather in whether the salesperson can solve their problems. It doesn’t provide valuable information for the sales process.

Why is asking 'Can I send you an email?' detrimental to closing a sale?

Relying on email to close a sale undermines the salesperson's ability to directly engage with the prospect. Closing over the phone or in person is much more effective than relying on email to push the sale.

Why should you avoid asking 'Are you looking to buy today?'

This question makes the prospect feel pressured and can trigger a negative response. Even those who are ready to buy may feel uncomfortable being asked this directly. A better approach is to guide the conversation and ask 'Where should we go from here?'

What is the importance of asking the right questions during a sales conversation?

Asking the right questions helps the salesperson better understand the prospect’s needs, build rapport, and guide them to the right decision. It’s about leading the prospect to realize the value of the product or service themselves.

What are the characteristics of 'smart questions' in sales?

Smart questions are insightful and focus on discovering the prospect's needs. They are strategic, allowing the salesperson to lead the conversation, uncover pain points, and ultimately close the sale. These include discovery, multiple-choice, and redirect questions.