So, your’re a progressive sales person, you understand the concept of ask great B2B sales questions and then listen.
And, it works, you’re doing ok.
Now, you can kick these 3 B2B sales questions out of your tool box.
No-one uses these any more, and I’ll explain why now.
B2B Sales Questions to Avoid:1
What Keeps You Awake at Night?
Never ask the prospects this.
I was with an MD a few weeks ago, and up until I went in, he’d done the sales training for his team, and this was his favorite question to have his sales team ask their prospects.
In today’s sales arena, the sales person should have a fair idea of what’s troubling the decision maker before they even start.
Sales people do their research before they get to the prospect.
Now, well prepared, well researched sales professionals will now use their very precious time with the decision maker to demonstrate value, explain how they’ve solved challenging problems, in fact this same problem, for many people in the decision makers industry.
They’ll use the time to explore impacts, challenge the buyers thinking maybe, reframe the problem and potential solutions, explore details.
One think they won’t do is ask the buyer what’s causing him to lose sleep at night.
Tell me about your industry and what’s happening now?
How competitive is your industry sector?
If you’re really looking to add value and bring an additional dimension to the prospects thinking, you’ll need to get comfortable with telling the prospect three things:
What key problems you’ve solved
So any questions you ask should be geared around driving curiosity so that the prospects response is ‘ you know, we’ve been struggling with the same thing…tell me how you did it’
B2B Sales Questions to Avoid:2
Tell me about your business?
For the same reason as above, a well professional sales rep knows that this question is redundant if he’s done his research.
You should know the prospects market place before you tip up and waste his time.
Instead, you might want to ask about market conditions versus particularly strong competitors within the buyer’s space, new market advanced and the implications to the buyer’s organisation, legislative changes because this is an easier way to get the prospect to give you all the information you need…before you deliver your disruptive position.
Diagnoses before analysis just makes you yesterdays sales has been.
B2B Sales Questions to Avoid:3
Tell me about your competitors
You must know who their competitors are and how the war is being waged then you really need to think about how much value the buyer is getting from talking to you.
Unlike a few decades ago when a buyer expected you to know not some much about his business, industry and sector, that’s not the case anymore. The sales person is not the one needing educations.
Buyers, and wait for this, expect to be educated, informed and entertained by the sales professional.
Summary:B2B Sales Questions to Avoid
Selling has changed.
Sales people are catching up…or trying to.
Get rid of with old sales techniques, tired sales scripts, dated sales pitches so that your buyers miss all the value they could gain from you.
If you’re currently reviewing your sales training or sales coaching needs and would like to discuss how to improve your sales results contact Carol on 0779 002 1885 or email firstname.lastname@example.org
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