“QUESTION STACKING”
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
Everybody does it and we are rarely aware of it. And, it’s not a good thing.
It’s fantastic when Sellers ask open-ended questions of their Buyers. This is the essence of sales, after all. But, in our zealousness we frequently cause more problems for ourselves.
Working with more than 25,000 Sellers over the years, I have noticed that Sellers share a common malady –“stacking” questions. This is asking more than one (1) question at a time and not waiting for the Buyer to respond. In Training, and when riding with, or “sitting-beside Sellers, I have witnessed “doubling,” “tripling” and even four (4) questions in a row – “quadding!”
Nothing positive results from this action. Buyers can become confused and the Seller can lose control of their part of the sales process. And, worse, the answer we need may never be provided.
Solutions to this problem:
· Slow down.
· Know what your going to ask when you get there (see Morsel #17 on Protocols).
· Listen well and “Follow the Buyer.”
· Begin audio-taping your end of your phone calls for review.
· When a Manager rides with you, ask him/her to make note of your question-asking patterns.
Remember, one (1) question at a time always makes the selling process better and easier.
What do you think?
Good Selling!
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