ALL SALES CONSULTANTS CAN SELL, BUT ONLY ABOUT 10% CAN ACTUALLY CLOSE DEALS BECAUSE THEY ASK BAD QUESTION! 

BAD QUESTIONS has bankrupted institutions; lost millions of Rand’s worth of deals and broke the confidence of uncountable sales consultants across the world. Bad Questions are questions most often used by sales consultants and often lead to a YES or NO type answer. Even though these questions are awesome to ask and sometimes lead to a “yes” type of answer when you ask a client a Bad Question,  they are doing is making your client the person in control of the sale and negotiation.

As a sales consultant, you always need to be in control of the process of getting the client to invest in your products or services. Here are the 7 most horrific words that form the base of all Bad Questions.

It truly does not matter how long you have been involved in sales. Most sales consultants often to pursue a path within the sales world because their real career did not work out like they originally intended or had got the gift of the gab or a great personality and they were encouraged to then get into the selling game as an easy way to make money. These sales consultants are then led to believe that the amount of product or market-related knowledge you study or know will make you more effective when negotiating clients to invest in their products or services. This is the biggest lie currently in the world of sales. The world is focused on answers but as a sales consultant, but Questions are the foundation of any sales negotiation.

Questions are used in different ways to generates information about the client’s products, services, or maybe the frustrations they are experiencing with their current product or service provider. Everyone struggles with their own fear of failure and rejection. When sales consultants struggle to negotiate, or do not make their targets, companies usually tell consultants that if you know more about your product, then you can answer every question, and close more deals.