Are you standing out from the crowd?
Are you asking the same questions your competition is asking? If so, you will never differentiate yourself or stand out from the crowd. When you sound exactly like your competition the prospect will always gravitate to the cheapest price.
The best way to get to the core of your prospect’s thought process is by asking questions that allow him or her to think about those key issues differently. When the prospect thinks about the key issues differently the solutions become clear. Create questions that allow the prospect to come to his or her own conclusion. So how do you create one of these questions? Take the biggest problem that your product or service solves and put it into the form of a question. Don't tell your prospect or client what your product or service will do for them. Ask them!
Most sales people fail because they have never been taught how to ask the right questions. They have been taught to do a “feature dump” all over the prospect, leaving the prospect unimpressed, uninterested, and most importantly, not “buying”.
How successful were you the last time you did a feature dump all over your prospect?