Sales trainers over the years have suggested that sales people phrase their questioning so their prospects and customers develop the habit of saying yes during a sales conversation. In today’s sales environment this type of approach can be highly offensive and condescending.
Today’s buyers are intelligent and informed. Using leading questions does little to gain respect or earn a prospective customer’s trust – the real path to “yes”.
I’m interested in hearing what your opinion is on this. I welcome your feedback.
.
#1 by Luke on August 2, 2012 - 1:06 pm
I remember years ago being trained that way. And in some product sales – mostly B2C – I think this may still be the mantra.
I certainly don’t sell that way now and I agree that customers are smarter now and use sales people less for information and more for insight.