The Best Sales Questions Are The Ones You Already Have Answers To

The Best Sales Questions Are The Ones You Already Have Answers To

The Best Sales Questions Are The Ones You Already Have Answers To

By John Jantsch

I suppose you get these calls too but here’s a rough approximation of a cold call sales call I received recently.

“Uhm, I don’t know if you even buy what we sell and I’m sure you don’t know anything about me or my company but I want to take about $175 worth of your time so that I can try to sell you something and besides my boss wants me to get out of the office and look busy, so, you’ll do.”

Okay, maybe I’m projecting a bit but, the point is, that’s the message that was sent.

It’s the very first part of the pitch though that really gets me. The caller admitted that they didn’t know if I even purchased what they sold. He was essentially calling so I could do his research for him. So, he simply starting firing away.

Here’s my tip for today. Don’t ever call a prospect until you have a really good idea of how they will answer any question you have. In fact, most sales questions should only be asked to generate the response you need to help the prospect sell themselves.

The Internet has made this job so easy it’s silly. Within about 10 minutes of visiting a company’s web site I call tell you most of what I need to know to make a sales call with a list of questions I already know the answer to.

Please, find out what a prospect does, find out who they compete with, find out who they serve, find out what others are saying about them – and you will likely be prepared to offer solutions – not probe for information.


How to Roll Out the Red Carpet for Your Customers
Marketing Podcast with Donna Cutting Podcast Transcript My guest on today’s episode of the Duct Tape Marketing Podcast is Donna Cutting, CSP, Founder & CEO of Red Carpet Learning Systems. She is also the author of 501 Ways to Roll Out the Red Carpet for Your Customers. Think about how much time you spend trying to get […]
How to Make Storytelling Work for Your Brand
Marketing Podcast with Kyle Gray Podcast Transcript My guest for this week’s episode of the Duct Tape Marketing Podcast is Kyle Gray, founder of The Story Engine. He and I discuss insights from his book, The Story Engine: A Busy Entrepreneur’s Guide to Content Strategy and Brand Storytelling Without Spending All Day Writing. Gray has […]

Subscribe to the Duct Tape Marketing Podcast

If you know your small business needs marketing, but don’t have the time or resources, look no further. The Duct Tape Marketing podcast covers everything from earning referrals to managing time and being more productive.

Grab 7 Steps To Marketing Success

This eBook has been downloaded and used by thousands of business owners and marketers to use as a blueprint for marketing success. Start building your marketing system today!
x