Questions are one of the most important part of a sales person’s job. End with a question is just another crucial technique you, as a salesperson or business owner needs to implement to ensure that all the other sales techniques we have been discussing, truly work.
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Bob: Welcome back to another episode of Velocity Selling TV, I’m Bob and I’m joined with Matt down in the Gold Coast Australia. Welcome back Matthew.
Matthew: Thanks Bob.
Bob: Matthew, we’ve talked about asking questions, engaging the buyer by asking questions and last week you mentioned you should never answer questions and you used the technique Respect, Repeat, Reverse. There’s another technique that people should be aware of because if you always respect, repeat, reverse, and never answer a question it can be dangerous. So how would we go about having a little mix in there? For example, besides the respect, repeat, reverse technique, how can I answer a question? You know, tell us a little about yourself? You know? So, go for it.
Matthew: Yeah, look, so that’s a great question Bob. So there’s another technique that we use and it’s simply giving them a little bit of information and then asking them for clarity about what they in particular want to learn. And so I guess it’s a version of Respect, Repeat, reverse, but of course you don’t want to get into a point where you’re just flicking it back to them and not actually respecting what they are asking.
Bob: It’s like an alternative.
Matthew: Go ahead, sorry, Bob.
Bob: No I was just saying it’s like an alternative
Bob: To respect, repeat, reverse. So you mix it up because if somebody says well, tell me a little about yourself, Well you could answer but what I suggest you do is you answer briefly and then you end that statement with a question. No why, and you brought this up, why should we end our statement with a question?
Matthew: Well, I like to answer and so do you and our students do; finish our sentence with a question to actually engage the buyer because this is actually about them and not about us. Our statements, our capabilities, it’s actually about them so we need to keep them talking because we talked about the 70/30 rule and when we talked about the 70/30 rule we actually talked about the sales person listening 70 percent of the time and asking questions 30, so that means that the buyer needs to be talking, 70 percent of the time. And so that’s how we need to get it back to them because it’s not about us, it’s about the buyer.
Bob: That’s an excellent way of pulling it all together and that’s an excellent episode. Let’s end it there and we’ll pick it up again next week. Have a great week ahead.
Matthew: Thanks Bob, bye for now.