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.

---

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Want to Make More Money? Fish in a Bigger Pond!

Setting prices is a dilemma most service business owners encounter... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More

Change Takes Time

I am writing this at the Philadelphia Airport on my... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More

The Reason Why They Buy

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

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Build Rapport by Mirroring

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

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

11 Powerful Methods of Sales Lead Generation

Are you searching for new and innovative ways of sales... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

7 Ways to Cut Loose from Old Sales Thinking

Sooner or later, we all backslide into old ways of... Read More

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

How to Sell a Feeling

To be totally in tune with the needs of your... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More