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Many of us in sales are taught to trust that the most important job of the salesperson is to “find the need” of our prospects. If we can disclose “needs” then our job is cozy; we just need to show our prospect how our product or service fills that need. Right?
Well, the problem with that reach is that it only addresses portion of the pie. Think about it. What do you do while YOU need something? Let’s say you need to buy a current microprocessor; do you sit around and wait,[link widoczny dla zalogowanych], hoping that a microprocessor salesperson is going to call you? NO, of way not; you go out and you fulfill your need.
So, as a salesperson, whether people truly NEED your product or service they will pick up the phone and call you to place an mandate. If that’s the circumstance, why aren’t you selling more??? Oh, you mention,[link widoczny dla zalogowanych],[link widoczny dla zalogowanych], they’re buying from your opponent. Or, you might tell me, “Well, they just don’t KNOW that they need my product or service; my job is to “find the need” and to “build their grief.”
Let me give you different way to think about this…suppose, just suppose for a moment, that instead of just focusing on “needs” we broaden our thinking: as a salesperson you ambition to find out about what people DO. Your job is to find out and understand what they’re act immediately, how they’re act it, who they’re doing it with, when they’re doing, why they’re doing it that way, and then to help them do it better. Makes sense, right?
When you accept the “DO” philosophy over the “NEEDS” philosophy, your musing and the questioning will convert much broader. By asking “do” based questions you obtain better message from your prospects, which in corner grant you to make a proposal that will make many more sense to the prospect. And the only reason folk buy something is for it makes sense to them.
By asking “do” based question you are creating a conversation which engages your prospect. When acted at its best, selling is an amplified conversation; it is not an interrogation at the salesperson, and nor is it a “product dump” where you aim to narrate your prospect everything and anything you can about your services.
What are some examples of “do” based questions? Well, here are a few:

“How did you decide to do that?”
About The Author
How was this determination made in the quondam?
“I’m just curious,[link widoczny dla zalogowanych], what made you decide apt do it that way?”

“Tell me accurate what you do here?” Or, “tell me what your opener zones of responsibility are?”

Mark Dembo; President, Lexien Management Consultants () Mark has over 20 years of sales, sale treatment, and business development experience, focused on improving the performance of individuals and organizations. Lexien Management Consultants provides sales training, consulting, and coaching services to organizations and individuals who are stimulated to grow their businesses. Each month, Lexien publishes the Sales Success Newsletter.
Lexien Management Consultants is an affiliate of DEI Management Group. You can cont
Will the decision process be the same this time around?
Take some period to make a catalogue of answers that you tin inquire that are relevant to your commerce. Some of the questions may not appear to have a logical or straight tie to your product or service; that’s OK. In truth, that’s good! By focusing on what your prospects do and how they do it, you are opening up the whole dynamic of your sales shriek into a true chat; 1 that will help you better comprehend the goals, objectives, and needs of your prospect. By broadening your chat in this way you are then skillful to make the suggestion or recommendation that will make sense to your prospect.
And, in the end, the only reason people buy something is because it makes sense!
Copyright 2005 Lexien Management Consultants, Inc
“What are you currently doing about _______?”

“What are you hoping to achieve in the next 15 min,[link widoczny dla zalogowanych],[link widoczny dla zalogowanych], year, 3 years…?