If you are expecting to make big sales remember you must ask big questions. The single and most powerful question surely is “How does this problem affect you or your business?”
What does the problem mean?
Many sales people forget this part of the sale. They just jump in with a proposed solution the minute a problem is raised by the customer.
Great sales people always explore the problem, find out what the implication is and how it affects the customer. This is the single biggest issue about making major sales. Sales Manager’s must understand this.
If you are a Sales Manager and control a sales team PLEASE make sure you understand this important skill. Make certain you can demonstrate how powerful these questions can be. Rather than have your sales people rushing out and giving away information about your products or services make certain they are equipped with the skills of asking the vital and correct questions.