Okay, seems some of your are still using your time with buyers or high level decision makers asking questions that are what I call Detail Oriented Questions. Stop It, Now! That is if you want to win more b2b sales opportunities. If you don’t care about your sales success then continue doing it.
So why am I on your case about this type of question? Well, two reasons come quickly to mind.
- You should not act like a regular sales person when meeting with a true high level decision maker. It is time there to have more of a discussion about success stories, current industry trends, or best practices to improve the enterprise.
- Detail oriented questions only help one person – YOU and not the person you are asking. In fact, you are creating a negative experience for yourself with a key person – because all the other sales people who call on this person ask the same useless questions that provide no thought or aha’s for the decision maker.
So what do you do to gather information about a prospect or customers. Here are a four suggestions…