The Perfect Question is Greater Than Features and Benefits

Anytime someone starts in sales, they are taught about the differences between a feature and a benefit. A feature is something of value provided by the company. When you talk about a feature it’s coming from the perspective of the company. A benefit, on the other hand, is something that is of value for the client. Sales managers will train their reps through role playing on how to show the benefit for the client when talking about features.

The success I’ve found in sales over the years has rarely been about giving a phenomenal presentation and more about asking the right question. When engaging your audience in a sales role, one of the most important buying signals is when they say, “great question,” and have to think about the question you’ve asked before answering.

When someone responds with, “great question,” they have either thought about the question because it’s important, or you’ve sparked a thought they haven’t considered. Either way you are establishing a strong foundation with your client.

Great questions are not, "how are you doing today?" or "would you like to increase your leads on a monthly basis?" Asking shallow, surface level questions, does no good in building rapport for your relationship.

Unless you’re genuinely curious about how their day is coming along, or you’ve established a relationship with them, don’t ask, “how are you doing today?” The other question (would you like to increase your leads) is one of the slimiest intro questions to any sales relationship.

A great question is one where you don't know the answer and you need to know the answer in order to determine if they are a good fit for your solution.

--- Send in a voice message: https://anchor.fm/knowtroy/message Support this podcast: https://anchor.fm/knowtroy/support