It is important that we pay attention to the tone of our sales questions. This is a conversation, not Jack Bauer conducting an interrogation. Learn how to keep sales calls conversational.
- While asking the right questions is critical, no less important is our tone. At the outset of this training, I mentioned Mr. Jack Bauer from the well known TV series 24. He was known for his aggressive interrogation techniques that often involved a lot of shouting and sometimes even violence. He certainly had a tone. Now, of course, we would never exhibit that sort of tone but could we give off a similar vibe? Think about times when someone has asked you questions about yourself. Isn't it true that some people seem to have the ability to pull all sorts of information out of you that you didn't intend to ever share? Have you ever said, "I can't believe I'm sharing this "with you right now." Most of us have.
The reason for that is the person we were speaking with came across as genuinely interested in us and likely very trustworthy. We've all had the opposite experience as well with someone asking questions and we feel reluctant to share those answers. Well, why was that? Likely, they were harsh in their way of asking. They didn't seem genuine or seemed to have an ulterior motive for asking those questions and possibly a combination of all of those things. It's commonly acknowledged that people have a tendency not to trust salespeople, so we're already up against a situation where people might be hesitant to share information with us.
If we have a harsh delivery or a sense that we're simply checking questions off a list that we need to get through, we're not likely to uncover valuable pieces of information that can help us achieve our goals. Now the opposite is true when we approach our sales questions in a manner that we've talked about over the course of this video series. We convey information that we've prepared in advance that's actually helpful to our prospects. We ask them to participate in a discussion that validates what we are saying and we gain their agreement to the information that we've gathered.
If we also add in an attitude of truly caring about helping our prospects succeed, we have the recipe for a great sales question step in our sales process.