Training Tips

Don’t Be Afraid to Ask: Overcoming question reluctance

Questioning is an essential part of the sales process. According to Marilee G. Adams’ highprobsell.com article “Question Reluctance Sabotages Sales,” sales professionals often experience anxiety when it comes to asking the right questions. Waiting until the end of a call, framing questions indirectly, failing to ask for clarification or failing to ask questions altogether are ways question reluctance manifests itself.

“Many participants in sales courses say they’re afraid to ask questions because it feels like they’re being rude or even interrogating prospective customers,” Adams says.

Because of the stigma commonly surrounding sales, questioning can often lead to resistance and discomfort for reps and prospects. Adams says reps ask themselves questions constantly in their stream of thoughts. Some questions can cause question reluctance, but others can cure it. For example, a sales professional might be thinking:

• Why don’t they hurry up and say yes?

• What’s going to happen if I don’t make my numbers?

• How am I going to mess this up?

• What if I offend the customer?

Some questions sales professionals should ask themselves instead are:

• Am I listening properly?

• What do they truly want out of this?

• How can I best be of service?

• How can I make this a win-win?

“Asking yourself and others empowering questions can make a positive difference everywhere in your life. Is that what you want?” concludes Adams.