How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out?
Sales is about taking the customer to a different level. If you just satisfy their basic needs, you are not selling your service to the customer. Sales is about challenging thinking and challenging norms. You are not going to do that by asking fundamental questions; you must ask the questions that push everyone’s thinking to the next level.
Your questions cannot be ones that the customer has a routine answer for. You have to ask the questions that lead to more questions. You won’t uncover additional opportunities with your presentation but with your questions. Don’t be hesitant to ask your questions. Be confident as a sales leader, because