Soften Your Questions to Lower Buyer Resistance

Today I want to show you how to soften your questions to get improved responses from your buyer. There are ways to ask questions and there are ways not to ask questions. Yet, the one thing that is very important is Questions Open the Door to Your Success.

Therefore, you need to understand how and what type of questions to ask. Today, however, I going to stick to one basic principle regarding questions – how to soften the questions to get better responses from your buyer by lowering the resistance to answering to your questions.

First, let’s agree questions are the way to succeed in B2B sales. You must be able to ask very good questions to learn about your buyers needs and wants. Questions help you understand the current and desired levels of service they are looking forward to getting from their partners. Questions uncover the issues, problems and consequences of the problems that create the sense of urgency to buy your solution. Questions can stop the stall process and get the sales process moving again.

As you look at the above list of reasons, you can see there must be a large number of questions you will need to ask. This becomes a problem when the delivery of the questions become to harsh, to aggressive, to fast and to loud. In other words, if the buyer begins to feel they are being interrogated like a felon on the witness stand the sales process will come to a quick halt.

Thus, the need to soften the questions for the long run. Let’s look at the two ways you can soften your questions…

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