I've done countless videos
on which sales questions you should be asking.
But what about the sales questions
that you absolutely should not be asking?
All salespeople have received the memo
that they should be asking sales questions.
But there are really a lot of questions out there
that are simply stupid.
They're actually hurting salespeople in the sales process,
as in prospects hear these questions
and then they become turned off.
So I've made a list of the top five worst questions
that I hear salespeople using all the time.
And this way, you can ensure that you never ask them.
In this video, I'm going to show you
five stupid sales questions that you should never ask.
Check it out.
Number one, "How are you?"
"Hey, how are you?"
Oh, my God.
This one is particularly personal to me
because it is so pervasively used
as a conversation starter in 95% of selling situations.
And what's crazy is that people just say this reflexively,
and it's killing them.
The prospect knows
that you don't really care how they're doing.
It's not even really a question in today's world.
It's really just a time filler of space.
And given that most salespeople are starting calls,
meetings, and even emails with this cliche question,
you need to stop.
Just stop ever asking anyone that question,
even your friends.
You'll be better off coming up with something more creative.
Ask them anything else, or don't ask them at all.
Just stop using this question.
Now as a way to start a conversation,
instead you could just try starting a conversation
with something a little simpler, but a little bit distinct,
which is like, "Did I catch you in the middle of something?"
This will actually catch them far more off-guard
and will be more likely to actually get engagement.
Number two, "Can I pick your brain?"
"Hey George, can I set up a call
"so that way I can pick your brain
"on what you'd be looking to accomplish?"
Wow, that is the worst.
First of all, nobody wants their brain to be picked.
I mean, just like, visualize it.
But on a serious note, any question even similar to this
is a complete turn off to prospects.
Even something like, "Can we set up a call
"so I can learn more about your challenges?" is crap,
because it shows absolutely zero value
on the salesperson's part.
You need to show value.
Engage them in a conversation by email, phone, or whatever,
and show some value through the quality of your questions
and the information that you've provided.
Then just set the logical next step, to go deeper.
Brain-picking is a no-no.
Number three, "Would you be interested if?"
"George, would you be interested
"if I could show a way to double your sales?"
Of course you would.
This stupid question is not only old-school salesy,
but it's also patronizing.
Whatever you fill in the blank there is going to be dumb.
Moreover, you're already starting from the wrong place.
In a selling situation,
you're not trying to get a prospect interested,
you're trying to uncover their challenges.
Interest is old-school.
New-school modern-day selling
is all about identifying the challenges
that matter and then solving them.
Interspace selling
totally focuses on the product that you are selling,
rather than the actual prospect.
So, drop it.
Instead, ask questions to uncover challenges.
Number four, "Are you the decision maker?"
"Hey George, are you the decision maker?"
Let me ask you something.
If I asked you right now are you the decision maker,
what do you want to say?
Yes.
I've literally just challenged your manhood or womanhood.
It's way too direct
and will not get you the information you really need.
All you'll actually accomplish by asking that question
is either getting false information
or actually pissing the prospect off.
Instead, learn about their decision making process
by focusing on the process.
It takes a lot of pressure off of them
trying to show that they're the boss.
So when you dig into their decision making process,
they will inevitably tell you
who's involved in their decision,
and just as importantly
how they actually go about making that decision.
This is much more important information.
Number five, "What can I tell you at this point
"that would make you want to buy?"
"George, what could I tell you right now
"that would make you sign on the dotted line?"
Ugh, I need to take a shower just after saying that.
It's just dirty.
I feel like a creep at a bar, just catcalling.
This question is so old-school,
so high-pressure, so transparent
that I shouldn't even have to explain what's wrong with it.
But the biggest problem here
is the pressure that it's actually putting on a prospect.
You're going to get a shitload of think-it-overs
if you ask questions like this, so just stop.
Instead, help the prospect uncover challenges,
show how your offering will actually solve them,
and then set clear next steps.
No ninja headlock closes.
So there are the five stupid sales questions
that you should never ask.
I wanna hear from you.
Which of these ideas did you find most useful?
Be sure to share below in the comment section
to get involved in the conversation.
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then I have this awesome free ebook
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Until next week.