Ask smart questions, they think you’re smart. Ask dumb.

Ask smart questions, they think you’re smart. Ask dumb.

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of thirteen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com.

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Ask smart questions, they think you’re smart. Ask dumb…

Sales Truth: Salespeople become known by the questions they ask.

Knowing this truth, you’d think all salespeople would ask smart questions. You’d be thinking wrong. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions.

    Here are the dumbest questions salespeople ask — and why they’re dumb:

  • Who are you currently using…? Pre-call research should tell you that. And maybe the prospect feels that’s none of your business. Good start.
  • Are you satisfied with your present…? Everyone will tell you they’re satisfied. So what? Well, OK, If you’re satisfied I’ll just leave and quit.
  • How much are you currently paying for…? None of your business #2. Let’s get down to price as fast as you can.
  • Can I quote you on…? Why send a quote — the next person who quotes 2