If you could find out information from your clients that your competition doesn't know, would you listen? There is one question that no one is asking that nearly always gets a thought provoking answer. Beginning now, start asking your clients this question, "What's one thing about your business you think everyone should know, but they don't?" Or it might be, "What's something about you or your services you think everyone should know, but doesn't?"
So, why is this question so effective in soliciting responses that most never hear? Too many salespeople continue to focus on their own story, or their product or service they have to sell. They only ask shallow questions that are not dissimilar to all the questions the competition is asking. We must ask questions that make our clients think deeply about their business and what they are trying to accomplish.
The byproduct of this question is the message it sends to owners and decision makers. It says we are different than all the others knocking on their door. It says we approach things differently. It helps separate us from all the other salespeople who keep asking the same old basic questions that never solicit an impactful response.
Now, finally, the most powerful part of this question is the answer. With one simple question and response, you have effectively identified what you are trying to accomplish for this business. Your next move is to ask this follow up question, "If I could help make sure a few months from now, or this time next year, that you would answer that question differently, would you consider doing business with me and my company?"
Most solutions are achieved after asking questions. Go ask this question, and many others. Make it about them and I know you will like what is does for you and your business!
Written by Derron Steenbergen, President of Swagger Institute
The Swagger Institute is a full service business development company offering sales and leadership training, motivational speaking and organizational consulting.