Sales Technique: Start by asking Questions
A lot of people ask me how I’m so successful at sales. They ask me what to say to a prospect or client.
What’s funny is I don’t really have a canned speach or pitch or anything. I keep it real simple. I start by asking them some questions.
So in my card business I simply start by asking: “How do you communicate with your customers?”
Then I stop and listen.
Usually they set themselves up and give me all the ammunition I need to close the sale. They say things like:
- I don’t really communicate with my customers enough.
- I know I should communicate with them more often I just don’t have time.
- I used to send cards but I’ve been so busy I haven’t sent cards in years.
- I use email to communicate with them but it’s getting harder and harder to get my emails delivered.
You see how easy the sale process is after the customer gives you feedback like that? Even if you’re horrible at sales you could probably close that deal. Right?
So what are some leading questions you could ask people in your business?
- Ben Fitts
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Interesting post, but way to short-you make some valid points which you should expand on.
I loved this article. So many sales are contingent upon making that positive connection with the potential buyer. No one wants to feel like they are being taken advantage of. It is certainly a skill and I learned something new. Thanks!