Sales Tip - There Is No Such Thing as a Dumb Question
We have all heard it. I used to believe it. Then I heard salespeople in client meetings ask prospects things like: "Do you have a website?"
There is no excuse for not knowing public information about your prospect. Save your time in front of the prospect for marketing questions only the decision-maker can answer. And the more custom your questions, the more in-depth answers you will get. For example:
"I saw on your website you are using it to brand your company and to offer online purchases. Which would be your primary objective? Are there any objectives of your website I am missing? Are you pleased with your Internet sales results? Are you achieving your goals for website visitors? I know you include your website address in your advertising. Are there other ways you are promoting the website? Are you thinking about any new digital advertising products?"
Ask plenty of questions. Make sure they are not dumb questions.
Source: John Potter, SVP/Professional Development, RAB