Hello Reader, When I started driving, one of the most important things I had to learn was balancing the clutch! Because I knew, if I couldn’t balance the clutch, I wouldn’t be able to take off, let alone drive somewhere! And you might have had the same feeling. But the reason I told you that little story is because it relates to the question that I’m asked most frequently: What’s the most important skill in sales? Before I tell you, let me show you a quote by Simon Sinek: Can you guess the skill? If not, maybe this quote by the Dalai Lama helps: And that’s the key. Now this might suggest that listening is the most important skill in sales. It both is and isn’t…
Because listening isn’t exactly the most important sales skill, but it is what you need in order to perfect the most important sales skill.
And it’s not objection handling. It’s not pitching the perfect solution. It’s not even having a killer close.
The reality is that sales is about control, but not in the way most people think. You don’t control the sale by talking more, pushing harder, or delivering a perfectly rehearsed pitch. You control the sale by asking the right questions, in the right way, at the right time. And that’s the answer. The most important sales skill is asking the right questions, in the right way, at the right time – that’s how you get control. But why is it so important? Because the best salespeople uncover, understand, and guide. And the tool they use to do that? Questions.
On the other hand, most salespeople either:
Imagine you’re on a first date, and before the starter arrives, your date asks, “Where do you see this relationship going long-term?” It’s too soon, right? Sales works the same way. You wouldn’t ask a prospect, “How would you feel about moving forward?” in the first 10 minutes of a call. It’s out of place. It feels pushy. And it makes people shut down.
Instead, you should follow a structured approach to questions. Building rapport first, then digging deep, and only then moving toward a close. This helps guide your prospect down the path where they’ll purchase without being pushy or desperate.
And great sales questions help you gather the necessary information you need, in order to guide your prospect down that path. They can:
What’s key to understand is that it’s not about interrogating your prospect. It’s about guiding them on a journey and helping them discover for themselves why they need to solve their problem and why they should do it now.
Now, if you’re not sure what questions to ask, don’t worry. I’ve put together a 52 Sales Questions Guide that gives you the exact questions you need to control conversations, build trust, and close more deals. Download the 52 Sales Questions Guide: JWSS 52 of the best sales qualifying questions to ask.pdf And if you want to know when to ask questions, then stay tuned because that’s coming next week! For now, focus on nailing down the right questions. James How would you rate this edition? 🤏🏻 So-So |
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Hello Reader, Last week, we covered the eight biggest mistakes salespeople make when handling objections. Now, let’s talk about how to do it right. Every objection comes down to one of three things: They need more information. They don’t yet see enough value. They don’t see enough of a reason to change. And if you want to handle objections effectively, you need a structured approach. That’s where the LAIR Method comes in… Now, objections are an inevitable part of sales, but they don’t have to...
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