It’s no secret that great salespeople are naturally curious and have a penchant for asking questions and sitting back to listen to the answers.
But how do you know when you have asked a great question? That, in itself, is a great question: how do you know?
Well, first of all, the customer might tell you, “that’s a great question”. That’s an easy one.
Next, the answer that the customer provides might be lengthy and detailed in nature. This is another strong indication that the question is a good one.
You know it’s a great sales question when…
But one often overlooked indication that your question is great is when it’s met with silence.
Silence-causing questions are often the best kind. Why? Because if your question is met with silence, the likelihood is that the question you asked caused the customer to think.
The silence you’ve been met with also tells you something extremely important. There’s a good chance that no one else has asked the customer that question before. What would lead you to believe that? Well, if they had been asked that question before, then they would have an “off-the-cuff” answer ready to go. This means that if you get an answer from the customer, you are leaving the meeting with information that your competition does not have – that is powerful.
Remember, sales are made in the silence, and lost in the noise.
It’s time to start asking more silence-causing sales questions.
Equally important is a salesperson’s ability to remain quiet and listen to the customers answer. It’s not a coincidence that silent and listen contain the same letters!