What’s ‘Questioning exhaustion’ and what you should do to overcome it
One of the sales topics I’m more interested and I love to talk about is the Questioning one: I wrote about it in several articles by looking at it from different points of view and by providing some practical tips.
This interest is motivated by the fact that questions are strictly related to sales success and the ability of a salesperson lies in her skill of asking the right things at the right time.
This skill allows the salesperson to obtain the right information she needs to structure the sales case and to generate an emotional reaction which will support the prospect’s or client’s decision.
Unfortunately this reaction won’t be always a positive one: there will be times in which the emotional reaction generated in the prospect will work against you and today I’d like to write about this specific case.
Let’s start from this: if you have been in sales for a while you already know about the importance to ask questions in order to complete the discovery phase.
The problem with this education lies in the fact that they taught you, your colleagues and your competitors the same things and you’re all doing the same actions: you’re all asking questions about the same areas of discussion and the same potential problems.
In this scenario it’s easy to understand how a prospect or client can feel: he feels annoyed and with just a little patience to teach you about his needs and potential problems.
In other words the prospect or client expects you already know a lot about the areas of discussion because he already talked about them… even if he didn’t talk to you.
This generates ‘Questioning exhaustion’ and leads him to approximately answer your questions by compromising your sales process.
In this context it’s clear that something has to change at the conversation level by allowing you to develop a meaningful talk with the person you have in front of you or on the other side of the screen or the phone.
You can develop this conversation by showing that you understand the business your prospect or client is in and that you can add value to his operations.
According to this let me give you an advice: train yourself in developing a conversational method focused on a mix of insights and questions instead of a lists of things to ask.
In other words, train yourself in talking to your prospects or clients instead of interrogating them and you’ll raise your chances of success.