Use questions to challenge your assumptions

In sales, the purpose of asking questions is as much about challenging your assumptions as it is about discovery.We often hear buyers complain about sellers being too robotic.Understandably, some of that comes stems new sellers who are just learning their way around a buyer and are carefully are following a script.Most robotic selling comes from more experienced sellers who believe they’ve seen it all, done it all and know it all. We all know the type. They’ve got tons of experience but wonder why they aren’t winning as much as they should.The problem? They’ve fallen prey to their assumptions.After some years of experience, they assume one prospect is just like the other. They assume each prospect can be subjected to the same “assembly line” sales process.Except, you’re in sales, not building a car. Every buyer is unique. Every buyer you engage with has a unique perspective on his/her needs. Every buyer has a unique buying process. Every buyer wants to achieve outcomes that are particular to their business. If you want to start winning more business, you have to shed your “one size fits all” sales mindset.Isaac Asimov, the great Sci-fi author said, “Your assumptions are your windows on the world. Scrub them off every once in a while, or the light won't come in.”It’s perfectly okay to feel confident that you know how to help your buyers. You just have to guard against your confidence morphing into an arrogance that prevents you from really listening to your buyers.Instead of asking your prospects questions that confirm your assumptions about them, pose questions that force the buyer to challenge their assumptions about their requirements and desired outcomes.That how you scrub the windows to shed new light on a sales opportunity.- Andy