5 Questions You Should Ask in Every Selling Situation
By Marc Wayshak
More than 500,000 startups are born each year in the United States alone. Impressed by that number? Don’t be – because 50 percent of those startups fail within their first year. Within the next four years, another 50 percent or more will fail. The environment for small business is hostile. If you’re running a small business today, you know what I mean. Luckily, there are ways to master your environment and give your company a leg up. The No. 1 rule is this: You absolutely must know how to sell your product or service, and you need to do it better than your competitors do.
The good news is that your competitors are out there right now enthusiastically pitching the features and benefits of their products to your prospects. They’re making cheesy sales calls, inundating people with their boring information, using outdated closing techniques, and finally wasting their time following up on prospects that are unlikely to do business with them. The bad news is that you’re probably doing the same exact thing.
Having worked with thousands of small business owners and salespeople in a wide range of industries, I have a unique perspective on how companies are selling today. I can tell you that most companies are doing it all wrong. Rather than pitching their products or services, salespeople and business owners should be asking effective questions to understand their prospects’ challenges and goals. By asking great questions, salespeople create great value in the eyes of their prospects.
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