Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?

- "I lost the sale because my price was too high."

- "I know exactly what my customer wants."

- "I can't hold a member of my team accountable for the delays in our project because she won't like me if I do."

- "I don't delegate often enough because I know I can do the work better myself. "

These assumptions may be correct. However, they also might only be partially right or they might be absolute bunk.

The problem with assumptions is that we are certain they are true. We unquestioningly believe, for example, that if we ask a customer about their needs, we look stupid (shouldn't I instinctively know their needs?).

Also, making assumptions can easily lead to a negative outcome in our dealings with customers. For instance, I go nuts when a salesperson starts solving my problems when they haven't asked me about my situation. I know I am not alone here.

Listen to yourself this week as a mini-test. If you are doing more talking than asking, you're probably making a lot of assumptions. If your opinion is front and center and you are not curious about what someone else is thinking, then you have definitely crossed the border into assumption-land.

One way to stop making assumptions is to ask a lot more questions.

Here are five powerful questions that can help you check out whether an assumption is true, and, in the process, connect more effectively with your customers.

1. "Tell me more."

2. "What do you need?"

3. "What about this is important to you?"

4. "How will this make a difference in your work?

Then confirm your understanding by asking:

5. "So, if I understand you correctly, what you're saying is ? Right?"

Notice that you cannot get a one-word answer to the above questions. The art of selling is to have customers explain, at length, what their situation is, and what they want to do about it. It is not about you blabbering on about your products and services.

To develop the asking-questions muscle, start your questions with the following key words: What, why, tell me, describe, explain.

To build muscle, you'll need to practice everywhere. Look for at least one opportunity a day to engage someone in conversation. You can pick anyone: family, friends, customers, colleagues, peers, superiors, strangers, cabbies, waiters, or the guy next to you on the bus. Try to pick a topic that the individual can address for at least five to ten minutes, and try to keep your opinion to yourself, even if you have strong views.

Just ask more questions, and see where the conversation takes you.

Have fun with it! You will be taking steps toward opening up your mind, recognizing the assumptions you make, and, most importantly, working with customers in a way that they value.

---

This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author".

About the Author

Nicki Weiss is an internationally recognized Certified Professional Sales Management Coach, Master Trainer, and workshop leader. Since 1992, Nicki has trained, certified, and/or coached more than 6,000 business executives, sales managers and salespeople.

Nicki guarantees increased sales performance when sales managers become better sales coaches. Sign up for her FREE monthly e-zine, Something for NothingTM, which has powerful tips and techniques for sales managers who are ready to make this transformation. Sign up at http://www.saleswise.ca You can email her at nicki@saleswise.ca or call 416-778-4145.

---

Three Types of Salespeople

"There are three kinds of salespeople; those who make things... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

How To Become A Sales Superstar And Have Fun Winning More Business - Start Here!

One of the interesting things about being a coach and... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Putting Benefits Before Features

Having spent so many years in retail, I always enjoy... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More

Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

The Unmentioned KEY to Selling

PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW, LIKE, & TRUST.... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Be Yourself

Here's the thing... you still have to make every marketing... Read More

The Reason Why They Buy

If you're a business person you want to sell your... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

The Changing Role of the Sales Consultant

"Leadership rests not only on outstanding ability. It also rests... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Curiosity and How It Effects Your Business Proposition

The first 15 seconds of your approach are the most... Read More

How To Stop Chasing Prospects Forever!

Perhaps the biggest challenge faced by salespeople is the problem... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear... Read More

Method to the Madness of Training Seminars

I arrive with about 350 other guys. We smile at... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More

The Rock and Ripple Effect: 3 Ways to Splash to Sales Success

Imagine you've just thrown a rock into a pond. SPLASH!... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More