0
SPEAKER_01
Where do we start this?
0
SPEAKER_01
An answer doesn t matter.
0
SPEAKER_01
We re having a good time.
0
SPEAKER_00
He couldn t wait to get in here.
0
SPEAKER_01
You need sales balls to make sales calls.
0
SPEAKER_01
I m tweeting that puppy.
0
SPEAKER_01
Okay.
0
SPEAKER_01
Welcome to the Sell or Die podcast.
0
SPEAKER_01
We re your hosts, Jeffrey.
0
SPEAKER_01
And Jen Gittimer.
0
SPEAKER_01
I m the author of The Little Red Book of Selling and 15 other best-selling books and the creator of the seven-figure sales formula program.
0
SPEAKER_01
I grew up in Philadelphia, sold in New York City, but was smart enough to move to Charlotte, North Carolina.
0
SPEAKER_00
And I m the author of Sales in the New York Minute and creator of Breakthrough Business Babe Community.
0
SPEAKER_00
Fun fact, I m obsessed with our dogs and consider them humans.
0
SPEAKER_00
If you have a dog, you know exactly what I m talking about.
0
SPEAKER_01
Sell or Die is for sales professionals, sales people, sales managers, entrepreneurs, and business owners who want to sell more at full price
0
SPEAKER_01
earn loyalty, and have an unlimited stream of referrals.
0
SPEAKER_00
Every single episode is going to give you real world, easy to implement solutions so that you can get your calls returned, your proposals read and acted on, all while creating relationships that you can take all the way to the bank.
0
SPEAKER_01
It s time to sell or die.
0
SPEAKER_00
And we re back.
0
SPEAKER_00
Today s episode is all about asking the right questions that lead to the answer, a.k.a.
0
SPEAKER_00
the sale.
0
SPEAKER_01
It never ceases to amaze me how many salespeople there are that ask the dumbest questions on the planet.
0
SPEAKER_01
And you ve probably heard them all when you go shopping to buy something.
0
SPEAKER_01
You go shopping for a car.
0
SPEAKER_01
And the car salesperson says, are you looking for a new car today?
0
SPEAKER_01
Like, no, I m here for my hair transplant.
0
SPEAKER_01
What do you think I m doing?
0
SPEAKER_01
I got a car.
0
SPEAKER_01
I want a different one.
0
SPEAKER_01
I m at your dealership.
0
SPEAKER_01
That s how you welcome me?
0
SPEAKER_01
By asking me a stupid question?
0
SPEAKER_00
Or you walk into a clothing store and they say, can I help you?
0
SPEAKER_00
Can I help you with something today?
0
SPEAKER_00
No, I m just looking.
0
SPEAKER_01
So I guess the challenge is, what can you ask somebody that gets them engaged?
0
SPEAKER_01
So for example, if you walk into a clothing store, I would say, hi, you know, most people who come in here are just looking.
0
SPEAKER_01
And I was wondering if you were just looking for business or casual.
0
SPEAKER_01
Now I know where to direct them.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
Hey, let me show you what just came in.
0
SPEAKER_01
Now, now I have something as opposed to, can I help you?
0
SPEAKER_01
Now I m just looking.
0
SPEAKER_01
Are you checking in?
0
SPEAKER_01
No, I m, what do you think I m doing?
0
SPEAKER_01
I have a bag.
0
SPEAKER_01
I m, I m ready to get into my room.
0
SPEAKER_01
I m tired.
0
SPEAKER_00
And those people would think they re not even selling.
0
SPEAKER_00
They would just think, Oh, I m the front desk person.
0
SPEAKER_00
I don t, I don t make sales.
0
SPEAKER_01
No, I m just the front desk person.
0
SPEAKER_01
And what they do is they set the wrong tone for whatever the transaction is going to be.
0
SPEAKER_01
It s not a happy tone.
0
SPEAKER_00
Or future sales.
0
SPEAKER_01
Right.
0
SPEAKER_00
Okay.
0
SPEAKER_00
So Jeffrey, you have this baller 7.5 questioning success strategy.
0
SPEAKER_00
And I think, cause I know you give all 7.5 away in the Insiders Club, but let s give like three or four of the 7.5 questioning success strategies to our diehard.
0
SPEAKER_00
Okay.
0
SPEAKER_00
Let s, let s give that right now.
0
SPEAKER_00
What do you think?
0
SPEAKER_00
Sure.
0
SPEAKER_00
Okay.
0
SPEAKER_00
So.
0
SPEAKER_01
Ask a question.
0
SPEAKER_01
that makes the prospect evaluate new information.
0
SPEAKER_00
Give me an example.
0
SPEAKER_01
Tell me about the last time you bought a car.
0
SPEAKER_00
Ooh, now I have to think about it.
0
SPEAKER_01
Exactly.
0
SPEAKER_00
It makes me like stop and think.
0
SPEAKER_01
Exactly.
0
SPEAKER_01
And they re evaluating because they may never have thought about the last time they bought a car.
0
SPEAKER_01
They may never have thought about the last time they went on a vacation.
0
SPEAKER_01
They may never, you know, there s I want to make the prospect stop and think and consider new information.
0
SPEAKER_01
What about asking a question about separating you from other people?
0
SPEAKER_01
You know, if I walk into a clothing store, do you wanna see the latest fashion?
0
SPEAKER_01
Or are you really just looking to get a sport jacket?
0
SPEAKER_00
A lot of people think when you re doing that, that they would be comparing you to the latest fashion, but you re stating something different than comparison.
0
SPEAKER_00
So what s the distinction there?
0
SPEAKER_01
Well, I think that there s an ability for every person to get what they want.
0
SPEAKER_01
And the salesperson has to extract information that leads to what the prospect really wants.
0
SPEAKER_01
If you can find that out, you can win.
0
SPEAKER_01
And if you can t find that out, you can t win.
0
SPEAKER_01
But it s up to the salesperson to be energetic about it.
0
SPEAKER_01
It s up to the salesperson to be enthusiastic about it so they can get to that person.
0
SPEAKER_01
Like, I got to show you what just came in.
0
SPEAKER_01
It s so cool.
0
SPEAKER_01
All right, I ll take a look.
0
SPEAKER_00
All right.
0
SPEAKER_00
What are other question strategies people can use?
0
SPEAKER_01
Well, the simplest one stems from the sales philosophy of people don t like to be sold, but they love to buy.
0
SPEAKER_01
And I m trying to create a buying atmosphere within the framework of the questions that are being asked.
0
SPEAKER_01
So let s go back to the car.
0
SPEAKER_01
And if I m the car salesman, I m going to say, hey, listen, we already know each other.
0
SPEAKER_01
But to help me understand you better, can you pick out the one car in this place that you re really looking for?
0
SPEAKER_01
The one car that really moves you, motivates you.
0
SPEAKER_01
And I have a surprise if you pick the right one.
0
SPEAKER_01
OK, cool.
0
SPEAKER_01
So they pick a car and you say, well, let s take it for a drive.
0
SPEAKER_01
Oh, you didn t tell me that part.
0
SPEAKER_01
Now we re really engaged.
0
SPEAKER_01
Now we re really involved.
0
SPEAKER_01
So I m going to try to create some kind of tacit approval.
0
SPEAKER_01
I m going to try to get the person involved in the process, and I m going to try to show them something that they want.
0
SPEAKER_01
Think about that and the power of that.
0
SPEAKER_01
Involvement, something that they want, and to make sure that there s some kind of fun involved.
0
SPEAKER_00
I love that.
0
SPEAKER_00
And it makes it sound so easy yet so many people aren t doing it because you show up as a buyer and you can hear the stupidity of some people s questions in retail.
0
SPEAKER_00
And I want you to really diehard reassess what are the questions you re asking.
0
SPEAKER_00
every single time you re talking to a customer.
0
SPEAKER_00
And is that question something that moves the self forward or is just trying to like make conversation because you feel awkward and really is one of those questions that would make you roll your eyes if you were asked.
0
SPEAKER_01
Who are you buying from right now?
0
SPEAKER_01
Uh-huh.
0
SPEAKER_01
How are they treating you?
0
SPEAKER_01
Uh-huh.
0
SPEAKER_01
Do you have a contract with them?
0
SPEAKER_01
Uh-huh.
0
SPEAKER_01
When does that contract expire?
0
SPEAKER_01
Uh-huh.
0
SPEAKER_01
Can I bid on that business?
0
SPEAKER_01
Because I think we could save you some money.
0
SPEAKER_00
Okay, so let s pretend, let s do some examples here.
0
SPEAKER_00
I m a life insurance agent.
0
SPEAKER_00
Okay.
0
SPEAKER_00
Okay.
0
SPEAKER_00
And some life insurance agents might ask, what type of life insurance do you have?
0
SPEAKER_00
Okay.
0
SPEAKER_00
Give me the better question for that.
0
SPEAKER_01
Mr. Jones, everybody hates insurance.
0
SPEAKER_01
Any argument?
0
SPEAKER_00
Nope.
0
SPEAKER_01
Mr. Jones, everybody needs insurance.
0
SPEAKER_01
Argument?
0
SPEAKER_01
Agreed.
0
SPEAKER_01
But this is what I found in my experience.
0
SPEAKER_01
Most people who have it have the wrong stuff.
0
SPEAKER_01
Mm-hmm.
0
SPEAKER_01
Now, I don t know if I can help you or not, but if you show me what you have and I think I can help you, I ll tell you.
0
SPEAKER_01
And if I don t think I can help you, I ll tell you that too.
0
SPEAKER_01
Fair enough?
0
SPEAKER_00
Oh, yeah.
0
SPEAKER_01
Good.
0
SPEAKER_01
Now, there s some other examples of life insurance that are a little bit more, let s just say they re deeper.
0
SPEAKER_01
So for example, Mr. Jones, if your husband passed away, how would you make the house payments?
0
SPEAKER_01
How would your kids go to college?
0
SPEAKER_01
Oh my God.
0
SPEAKER_00
Yeah, now you re really making the person think.
0
SPEAKER_00
It s like an oh shit moment.
0
SPEAKER_00
Okay, I m gonna give you another bad one and you re gonna give me a good one, okay?
0
SPEAKER_00
Bad one.
0
SPEAKER_00
I sell phones.
0
SPEAKER_00
Jeffrey, do you have a smartphone?
0
SPEAKER_01
I do have a smartphone.
0
SPEAKER_01
It is the smartest phone I ve ever owned.
0
SPEAKER_00
Well, that didn t get me to my sale.
0
SPEAKER_00
What would be a better question?
0
SPEAKER_01
Mr. Jones,
0
SPEAKER_01
I know three things about smartphones that most people don t know.
0
SPEAKER_01
Would you mind if I took a moment to show you?
0
SPEAKER_01
No, go for it.
0
SPEAKER_01
I can make your smartphone even smarter.
0
SPEAKER_01
I don t need your passcode.
0
SPEAKER_01
I don t need your login.
0
SPEAKER_01
All I need is your permission to show you a couple of things.
0
SPEAKER_01
And I promise you two things.
0
SPEAKER_01
Number one, you will love them.
0
SPEAKER_01
And number two, you will smile.
0
SPEAKER_00
OK.
0
SPEAKER_00
Boom.
0
SPEAKER_01
How am I going to say no to that?
0
SPEAKER_00
I love that.
0
SPEAKER_00
Okay.
0
SPEAKER_00
Jeffrey, do you have a Wi-Fi service?
0
SPEAKER_01
Yes, I do.
0
SPEAKER_01
And it blows.
0
SPEAKER_00
It does at the beach.
0
SPEAKER_00
Okay.
0
SPEAKER_00
What would be a better question if I was trying to sell you Wi-Fi service?
0
SPEAKER_01
Would you mind if I took a moment to measure the pathetic speed of your upload?
0
SPEAKER_01
I love that.
0
SPEAKER_00
Yeah, so
0
SPEAKER_00
Okay, you guys, you get now, right?
0
SPEAKER_00
We ve given you some tangible examples of how to put these into play.
0
SPEAKER_00
We re having fun with them.
0
SPEAKER_00
Can you tell, like, when Jeffrey is asking the better questions, he s having a blast.
0
SPEAKER_00
And it makes me, as the potential buyer, want to respond and say, tell me more.
0
SPEAKER_00
I m like sitting there on the edge of my feet, like, what else?
0
SPEAKER_00
What else?
0
SPEAKER_01
Even if you go to a restaurant and the waitress or the waiter comes over and says, can I help you?
0
SPEAKER_01
I will say, hey, what are the three most popular items on the menu?
0
SPEAKER_01
And they ll go, oh, this, this and this.
0
SPEAKER_01
I go, no, I don t like any of them.
0
SPEAKER_01
What else you got?
0
SPEAKER_01
But I m engaging them.
0
SPEAKER_01
I m asking them for their opinion.
0
SPEAKER_01
I m trying to create dialogue for them that will generate interest.
0
SPEAKER_01
And maybe I will be interested in one or two of them.
0
SPEAKER_01
Tell me a little bit more about this one.
0
SPEAKER_01
And so your job as a salesperson, as a diehard professional,
0
SPEAKER_01
is to make certain that you dig a little deeper into the questioning process to engage the other person in a way where they become interested in what it is that you re talking to them about.
0
SPEAKER_01
That s the whole secret.
0
SPEAKER_01
It is engagement.
0
SPEAKER_01
It is gaining interest.
0
SPEAKER_01
It is creating dialogue.
0
SPEAKER_01
It is creating some kind of conversation that takes it deeper to a point where the customer is willing to say, yes, or show me more.
0
SPEAKER_00
For me, when I started networking, I realized that I m very introverted and somewhat shy.
0
SPEAKER_00
And by asking questions,
0
SPEAKER_00
I was able to engage people because people love talking about themselves.
0
SPEAKER_00
Have you ever noticed that?
0
SPEAKER_00
Someone who was here the other day was saying how this other person was talking his head off for over an hour.
0
SPEAKER_00
I m like, oh, so you guys are like best friends now.
0
SPEAKER_00
He s like, yeah, well, he didn t ask me one question about me.
0
SPEAKER_00
I m like, oh, yeah, well, so then he thinks he s your best friend.
0
SPEAKER_00
You just don t think you re his best friend.
0
SPEAKER_00
But here s the thing.
0
SPEAKER_00
When your customer gets to talk your head off and tell them all about, tell you all about them, all of a sudden they think you re their favorite salesperson, you re their best friend.
0
SPEAKER_00
And so what I realized pretty quickly in networking, when I was in rooms of a hundred plus people and trying to get to know them, I didn t have to say anything about me.
0
SPEAKER_00
People thought I was the greatest sales trainer in that room because I made friends by asking about them.
0
SPEAKER_00
I got to know them.
0
SPEAKER_00
I got to hear what they needed.
0
SPEAKER_00
I got to guide the conversation.
0
SPEAKER_00
And then obviously I would give some strategies and thoughts and ideas that would like blow their minds off.
0
SPEAKER_00
But the only way I was able to do that was by asking questions and by keeping control of the conversation through asking questions.
0
SPEAKER_01
So, Dyer, we just gave you a pretty in-depth lesson of the process of asking the question.
0
SPEAKER_01
And you have to be able to ask it in a way that generates a response that s not confrontational, that doesn t offend the other person in any way, but gives you real information that you can create dialogue from.
0
SPEAKER_01
That s the assignment.
0
SPEAKER_01
You can do it.
0
SPEAKER_01
One more thing.
0
SPEAKER_01
It s not just asking questions.
0
SPEAKER_01
It s asking the right questions, the smart questions.
0
SPEAKER_01
A sale is made or lost based on the questions that you ask.
0
SPEAKER_01
If you aren t making enough sales and you want to start making more sales, start by evaluating the specific wording of the questions that you re asking.
0
SPEAKER_01
Your answers are in your questions.
0
SPEAKER_01
Questions unlock sales.
0
SPEAKER_00
Boom.
0
SPEAKER_00
That is so baller.
0
SPEAKER_00
That is like mic drop.
0
SPEAKER_00
Oh my goodness.
0
SPEAKER_00
Okay.
0
SPEAKER_00
Until next time, I m Jane Gittimer.
0
SPEAKER_01
I m Jeffrey Gittimer.
0
SPEAKER_01
Get out there and ask something, even if your ask falls off.
0
SPEAKER_01
Thank you so much for listening to Sell or Die.
0
SPEAKER_01
We hope that this episode has helped you transform the way you think, giving you new ideas, and provided you a new perspective on the sales and business challenges that you face every day, so you can get out there and win the customer all the way to the bank.
0
SPEAKER_00
If you enjoyed this episode, please take a second to rate and review.
0
SPEAKER_00
Each review helps us help more people just like you make a difference in this world.
0
SPEAKER_00
Don t forget to take a screenshot, share it in your Instagram stories and tag us at Jeffrey Gittimer and at Jen Gittimer.
0
SPEAKER_00
See you next week.