Too often I hear sales people asking the same simple, no thought questions expecting the customer or prospect to stop whatever they are doing, get excited about the sales person’s present and start telling all.
Well, this may happen in the sales person’s dreams, yet, in real life only the tough questions get the attention of the prospect or customer.
Since simple, no thought questions are the norm from every sales person who gets an audience with the customer or prospect, they have developed an automatic corporate response to these questions. There is no emotion, no real information provided and they are used to basically say – check, I’ve answered your question, my turn – how much does it cost. End of interview is upon you.
So what do you do?