But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
It’s time to sell or die…
And today we are focusing on how to ask the best sales questions. For more details on each point, listen to the ENTIRE episode on your favorite streaming platform.
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The first kind of question you want to ask is one that makes the prospect evaluate new information. Your goal is to make the person stop and think.
For example, if you’re a car salesman, you can ask something like, “When was the last time you bought a car?” That makes the person stop and evaluate the last time they purchased a car.
The second strategy we want to share comes from this philosophy: people don’t like to be sold. But they love to buy. You want to ask questions that lead to a buying atmosphere. Ask questions that get them involved and that have an element of fun to them.
To illustrate how to ask the right sales questions, we want to give you some examples.
Here’s one for life insurance: you can say something like, “Mr. Jones, everyone needs insurance, but everybody hates insurance. Any argument? Well, in my experience, most people have the wrong stuff. So I don’t know if I can help you, but if I can, I’ll tell you. Fair enough?”
Here’s one for phone sales: “Mr. Jones, I know three things about smartphones that most people don’t know. Would you mind if I took a moment to show you?”
In both of these examples, you can see that there’s an element of curiosity and intrigue. That’s how you want to guide your prospects to the sale through your questions.
Die hards, evaluate the questions you’re asking people every day. Are they thought-provoking? Do they make people curious? Remember that your questions can ultimately lead to the sale, so be strategic.
Be sure to listen to all of episode 548 for all the details!
Thank you so much for listening to Sell or Die! We hope that this episode gave ideas for the right questions to ask in your sales process.
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Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!