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In fact, as identified in my last post, they have probably spent a lot of time at “Product Knowledge U” learning exactly how to answer these questions.Remember too, if they are not buying or have not used before, giving away your information can now become a shopping list that will allow them to compare you to the competition and “commoditize” your offer.Is this a product they have bought in the past, or is it a product they have never bought?By answering the question you create “sameness” and a belief in the mind of the prospect that you are just like everyone else.Obviously, there are many different situations in which this questions can be asked.With these questions you end up with the chance of finding out exactly what they are looking for and can craft your response based on the feedback you get.In fact, as identified in my last post, they have probably spent a lot of time at “Product Knowledge U” learning exactly how to answer these questions.Knowing which situation you are in will help you determine how best to proceed.Their answer will be a valuable piece of information from which we can plan our next question.In reality, answering questions like these usually end up putting you on the defensive and will not give you the advantage you are hoping for.Think about it for a minute.This is a questions that would get us information that would begin to form our offer, or identify that we don’t have what they want.Keywords: sales, training Article Body: Sales people are frequently confronted by this question on sales calls, along with some others like “why should I buy from you/your company?Stop answering “what makes you better” and you’ll get better information that will help you make more sales!Rather than answer the question, you might want to say “I’d be happy to tell you but I’m curious, is this a product that you have used in the past or are currently buying?Sales people are frequently confronted by this question on sales calls, along with some others like “why should I buy from you/your company?Think ab.You must also consider that everything you say will be considered as “sales fodder” and is often listened to with skepticism and from an “oh sure” perspective.If they are looking to make a change “what would they like to see different?
By not answering the question but rather asking: “Was there something that you were hoping would be better?Are they currently buying this product from someone else.If they are currently using or have had past experience, it would make a lot more sense to find out what they have used in the past.It takes some courage and emotional control to respond this way but you’ll find it will put you in an entirely different light with your prospect.Not always, but often times the best answer to a question is another question.In reality, answering questions like these usually end up putting you on the defensive and will not give you the advantage you are hoping for. free website
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