Never Ask These 5 Stupid Sales Questions
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- Опубліковано 4 жов 2024
- Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightsl...
1. “How are you?”
This is one of those sales questions that’s particularly personal to me. Why? Because I hear it all the time. “How are you?” is used as a conversation starter in about 95% of selling situations. What’s crazy is that salespeople just ask, “How are you?” like a reflex, but it’s actually killing their ability to sell. Prospects know that salespeople don’t really care how they’re doing. So this question is disingenuous, and it breeds resentment in your prospects from the get-go.
“How are you?” is really just a time-filler, something to say to take up space at the beginning of an awkward conversation. Given that most salespeople start calls, meetings and even emails with this cliché sales question, you need to stop. Don’t ever ask anyone this stupid sales question again. Instead, try starting a conversation with prospects with a simpler, more distinct question like, “Did I catch you in the middle of something?” This sales question will catch your prospects off guard and you’ll be more likely to actually engage them.
2. “Can I pick your brain?”
"Hey, George, can we set up a call so I can pick your brain on what you'd be looking to accomplish?" Wow. That is the worst. First of all, nobody wants their brain to be picked. I mean, just visualize it. On a serious note, any sales questions similar to this are a complete turn-off to prospects. Even sales questions like, “Can we set up a call so I can learn more about your challenges?” are useless, because they show absolutely zero value on the salesperson’s part.
Instead, you need to show value. Engage your prospects in a conversation by email, phone, or whatever, and show some value through the quality of your sales questions and the information that you've provided, then just set the logical next step to go deeper. Brain picking is no-no.
3. “Would you be interested if...?”
“George, would you be interested if I could show you a way to double your sales?” Of course he would. This stupid sales question is not only old-school, but it's also patronizing to your prospects. Moreover, you're already starting from the wrong place. In a selling situation, you're not trying to get prospects interested; you're trying to uncover their challenges. Interest is old-school. New-school, modern-day selling is all about asking sales question that help you identify the challenges that matter-and then solving them. Interest-based selling focuses on the product that you’re selling rather than the actual prospect, so drop it. Instead, ask strong sales questions that uncover challenges.
4. “Are you the decision maker?”
“Hey, George, are you the decision maker?” What do you think George wants to say in response to that question? Of course, he wants to say yes-even if the answer is really no. This sales question is way too direct, and it will never get you the information you really need in a selling situation. All you'll actually accomplish by asking this stupid sales question is either getting false information or actually pissing the prospect off.
Instead, learn about the prospect’s decision-making process by focusing on the process itself. It takes a lot of pressure off of the prospect. When you as the right sales questions to dig into a prospect’s decision-making process, the prospect will inevitably tell you who's involved in making the decision and, more importantly, how the company actually goes about making that decision.
Stupid Sales Questions #5: “What can I tell you at this point that would make you want to buy?”
“George, what can I tell you right now that would make you sign on the dotted line?” I feel like I need to take a shower are writing that question-it’s just that dirty. This sales question is so old-school, so high pressure, so transparent, that I shouldn't even have to explain what’s wrong with it. But the biggest problem here is the pressure that it's putting on the prospect. With sales questions like this, you’re going to get a ton of think-it-overs. It’s time to start asking sales questions that help your prospects to uncover challenges, show them how your offering will actually help them resolve issues, and then set clear next steps.
So, there you have it. Now you know the five stupid sales questions that you should never ask. There are the five stupid sales questions that you should never ask. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comment section to get involved in the conversation.
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THE STUPID QUESTIONS
1: How are you?
2: hey can I pick your brain?
3: would you be interested ?
4:are you the decision maker
5:What can I tell you at this point that will make you want to buy?
you da man
Thanks man
Mark, I actually used the "did I catch you in the middle of something?" Combined with "give me 60 seconds to explain and if you're still not interested, feel free to hang up, fair enough?" And so far its actually allowing me to keep customers on the phone longer. I just started selling Medicare supplements so I'm still in the process of building my pipeline but so far I think your techniques are solid and so far definitely work from what I've seen.
How's it been worrying or for you? I'm just now starting for credit repair. I've only done retail and this new to me. Trying to reflect on what I would say to a caller.
Dude i just started sales 5 days ago and got my highest sales yesterday after watching his videos and using those techniques.
I work with medicare we supply diabetic supplies, braces and up wand
how's it going?
This guy I so underrated, I've made thousands from his techniques, in secondary sales with furniture and in event management
MRDOTASUSEE So true I have close lots of deal because of him. This going to sound bad but I kinda like that fact he so underrated. While my competitors chasing their tails and following the big guys with millions of followers. I’m growing my net worth with this guy valuable and unique knowledge. It’s like having a secret lethal weapon.
This guys different level. Very rare. Like Mr Krabs secret formula rare
MRDOTASUSEE I agree
MRDOTASUSEE I just started selling furniture. I’m brand new to the selling industry. Could you help a fellow friend out? I would love some pointers.
Completely agree.
My Marc Wayshak favorite greeting is: “how have you been?” -it it’s different, and forces them to try and process if they know you or not, hence buying you a clear introduction.
I found why people rejecting me more often. Thanks this advice is priceless!!!!
Just loved your tips. Being a retail salesperson I often ask these question "How are you?" I will definitely avoid this question from now on.
People do not want to be sold, but they do want to buy.
Also, to discover what people really want requires a method other than a direct question, because, to put it quite simply, people do not know what they want.
Great video!
This channel is worth more than gold.
The first question is the most important for the first impression, it tells that you really care for the people if you say it with the right tonality!
I totally agree. People throw "how are you" without any concern about the next person. It's worse than useless. Thanks for sharing, Marc.
This is good information. In the food industry asking for the decision maker is something being taught. I always thought it was a bad idea but couldn’t understand why. Thanks for the clarity.
Thanks Marc. That is amazing. 5 questions never ask prospects. Your videos and tips are always helpful in my insurance selling business.
Wow great information. I'm new to sales and will put this to use. Thank you so much
This is solid gold. New school selling is more about solving problems versus making a quick buck.
nah maybe you never heard of Zig Ziglar but there is nothing "new" about solving problems, and making a quick buck never goes out of style. Professional sales is just that, and professional cons are just that.
I would never go with "did I catch you in the middle of something" because then they can think of an excuse. I would ask them for help with something. Say I'm looking to speak with the person that organises training, I would ask "do you have any idea where I can find the organiser of training?" If it's them then haha we both laugh and start a conversation, if not then they tell me where to go and I say to the new person "Hi, this person told me to get in touch with you regarding this, knocking down their defensive barrier at the start". Another great start is "I'm calling you because... (slight pause) if you don't ask you don't get. So I'll ask" People seem to eat that up.
robinhood zerofourseveneight if they come up with an excuse then they are not your customer to begin with. You’ll waste yours and their time if they stay as they will be feeling tied should they stay.
Thank you, just learnt something
FANTASTIC video, Marc!!
When I first started working as a tele recruiter in a call center, and had to go through my training days. I had to watch how others were doing their intros with the clients on the phone. 99.9% of everyone in the room from what I heard was...'hi, how are you....''..I always always thought. Do you really care how that person on the other side of the phone is okay or not?
Although for a while I followed the speil and did the same as them. But you can always tell when you are on the phone after this greeting, with the response that the person on the other end is just responding to the formalities and know that you know that is all it is. Lip service.
You know when your mouth is talking but your brain is saying..why am I saying this?
I am so glad you brought this up. It just confirms my own perspective about it. I saw the example telephone convo you made in another video and liked it and applied it. It worked almost most of the time. I did get a good couple more closes than previously. So it more genuine to cut that ridiculous intro out. Than to incorporate it. Nice job!
Can you please do a video on what to say in an email to send to a prospect after we have left a voicemail? Thanks!
As someone who has just started in sales and is relying quite heavily on the techniques I'm being taught from the company, it amazes me how much of the 'tips' are actually ruining my sales. I want more than anything to be successful at this job but I just don't feel right using the tricks that the company is pushing, I feel like I'll be much more successful using his tips and suggestions. Thanks Marc for the great video!
Sometimes sales gets ugly.. I've sold everything from dance lessons to funeral plots. I/other staff members have used coordinated love bombing. Not proud of that.
this would be gold if you added the alternative to these "5 Stupid Sales Questions"
This is really interesting stuff. I'm getting ready to start my new career as a Business-to-Business sales person with Aflac. I know I am going to face so many challenges with this new adventure I am taking, but it is one I am really passionate about, having been in a situation where I needed some medical service but didn't have the deductible to pay for my half of what "major medical" was providing. Now, my job will be to approach business owners and get them to sit down with me for 5 - 10 minutes to show what my product and services can do for their employees and they can also help their company. I was working for a mattress retailer, and I'm not going to lie... in their sales training, everyone of these questions are questions they want you to ask people when they walk in the store and I am going to agree with Mark, they just make me feel so dirty when I do. The one I hate the most is "What do I need to do to make you buy right now?" I hate this questions, but the company I was working for was paying mystery shoppers to make sure that before the customer walks, we asked this last ditch question. Talk about talking all the confidence out of your sales approach. Personally, if you have not closed your prospect by the time you get to this question, you're not going to close them at all. This has been a very informative video. Thanks, Mark!!!
Thanks for sharing your story and best of luck with all your goals.
I have been teaching for years NOT to ask "How Are You?" This question tells the customer that a sales person is on the phone and the walls go up and they are only thinking about how to get off of the phone. Instead I like to start the conversation with "Good Day To You!" and usually get a return "Well Good Day to You Too". I get far more positive responses from the prospects this way.
Thanks for posting the great advice. My favorite question to avoid is,"how are you doing?" You're right, it's dull and a turn-off for clients and everybody else
I don’t like asking people “how are you”? Unless I know them personally. This questions aggravates me because I know for sure you don’t care how I’m actually doing. 😭 I live in the south and this questions is almost mandatory, if you don’t ask, people would think you’re rude and insensitive.
I have used a variation of one of these. Im doing door to door sales and find myself asking the customer, "I can just ask you a few questions and give you our price, if you're interested?"
I not only give the prospect an out, I create the objections for them.
I'm fairly introverted and even walking up to a door made me nervous at the beginning, now I just have problems closing, but some of the objections I deal with are still self created.
I don't seem to pull out an application unless I have the customer dead set to take the product I offer them.
Sounds like you're on the path to success. You analyze your actions, and learn from your mistakes. Keep up the good work.
He's dead on. And I've known for years my sales manager is soooo "old school" and you confirmed my suspicions.It made me laugh.
5:42 great summary of this guys sales approach.
Completely wrong to ask "Did I catch you in the middle of something?" This is literally the worst thing to ask.
Yeah. Like the one I'm calling is chillin around doing nothing... But hey, let's find it out
Nah its not. If they're actually in the middle of something crazy urgent and important, then it shows respect and gives you the option to call back at a better time.
If they're not in the middle of some emergency it triggers a novel response from their brain which puts them on their heels, making them far more likely to settle into a conversation.
No one wants to be pitching to a guy who's in the middle of putting out a fire, so best to find out early before you piss the guy off and call back another time.
If you prefer to trick the guy into wasting his valuable firefighting time and talking to you about why your tires are better than the competition's, then be my guest.
Also, you might be surprised at how not busy many of the most powerful people are. Many of these people have fairly slow processes and take their time working in order to improve the quality of their work and reputation. Most of these top people are paid to be thinkers and planners, while the low paid jobs are filled with people who can do more things faster than the next guy.
If you watch them come up, and you're the hustle guy, you'll resent them for how little they do and how much more credit and praise they get than you, the super worker.
I find this to be very effective, as they stop to listen.
1. Go straight to who you are, get in there, be you
2. Let's figure it out
3. Go straight for a second contact, or if you are at the stage of an offer, well, just offer
4. This is tricky but it is part of the negotiation process
5. This is bizarre so anyways you can go ahead and ask for a credit card
It seems like "did I catch you in the middle of something?" Is an easy out for them. They can just say yes, even if they're not in the middle of something, just to get off the phone
Thanks for helping me determine what turns off most of my customers: "Would you be interested if..." I agree it's stupid because the purpose they're standing in front of you is they're interested to learn more, guide them to the process instead.
Question's to NOT ask: 1. How are you? 2. Can I pick your brain? (Can we set up a call?) 3. Would you be interested if...? 4. Are you the decision maker? 5. What can I tell at this point that would make you want to buy? www.HomeMortgage.net Excellent advice!
I start with "Tbanks for coming to see us". Amazing how many people look shocked by it lol.
The very first one really stood out to me I'm always saying "how are you?" Thank you! You're entertaining too
Aaliyah Wright yeah how r u? Hahahahaha
1.
How to close a deal in sales!?
2.
What are the strategies to increase sales??
With thanks
Nice video I`m using majority of these questions I used in sales, after this video I change my perception to sell.
In the retail setting, always walk up to a customer and say the words, “what do we got goin’ on today?” I’ve been working at a paint store for about two years now… And it works like a charm. Less than 1% of the time do you get any crass or sarcastic responses from it. About the only thing I get very rarely are stupid little sexual innuendos about what a guys going to be doing with his wife later on. But that maybe happens twice a year. So it’s more than tolerable. Give it a try. You’ll be amazed at the results!
I like this Mark. The only question I have is concerning question number two. I am selling retail businesses back-office systems. Sometimes those offices are hard to research.
Great video! I agree 1000% with every thing you said. Cheers!
That's funny about the "can I pick your brain?"😂 question. I never used it and never will. It's a dumb phrase. I also never used " what can I do to get you to buy?" I agree with Marc, it's a high pressure "put-you-in-a-corner" ass of a question.
omg i just died -"no ninja headlock closes" 😂
Fantastic. All of them were right on point.
All of them was useful thanks Marc
Love your style Marc. Nice jacket too !
In the Poland we don't ask very often "How are you" so it's not stupid question.
Good info. But you didn't offer any alternatives
Asif Khan
He has a different video for it.
Absolutely! All talk but no suggestions on how to approach the situations bettter.
Tobi2016 the first thing he said in the video was “I’ve made lots of videos about what sales questions you should be asking...”
@@mleibel4 yes. I think better if we say you sound happy this morning (if you talk on the phone) or you look terrific today... 😊🤭
How about that?
I work in door to door sales in Texas where "how are you?" is really second nature to folks and is part of the whole southern hospitality deal, would that make it an exception to the rule?
If linking to your website and/or Ebook is something that I can possibly earn the right to do, I'd love to know your criteria.
Wish yours the best of good health and joy for all years to come.
Jesus Christ I used how are you many times 😂😂😂. You saved my life
Marc-Thank you. Good info.
You are amazing!! thank you so much for all this videos really educational 🌟🌟🌟🌟🌟🌟💯💯💯💯💯💯❤️
I always ask "How are you doing", I have been in sales for over 30 years, lesson learned
This video was very beneficial. Thank you for posting, Marc.
Thanks Mark, it was funny and valuable.
Loved it Mark
Keep bringing more
The "are you interested?"...Thank You
This is fantastic. Thank you.
This video is not bad, would be much more valuable and helpful if examples were shown on what questions CAN you say or ask instead to help you achieve better. Now I'm just clueless what to say to a new prospect.
Thanks for a Great video I cant see the link to the ebook ?
Thank you Marc
Hummm I am not sure about number one... it depends, for exemple in North African culture it is not appreciated to go directly to the point. Breaking the "ice" with some routine question could be a way the engage the prospect on a "classic" conversational approach.
That was a very good video very useful for me
You keep using my name "George.......George........." interestingly, am a victim of those blunders.
Overall a good coverage but kind of disagree with the 03rd question (It is not stupid though may not be productive to ask it directly). Uncovering interests is an important aspect of the sales process, one may call it either way ie interests, concerns, challenges etc.
I tried last 2 question and it’s destroyed my whole presentation with a big corporate mangers and they react on me that i was a chiled company
Good news for mark: I subscribed. Bad news: I had to give this a thumbs down! Here's why. I disagree at least on some level with 3 of these criticisms. First of all, "how are you?" Is actually totally legit!! I've been studying that exact line for a couple of years now, making hundreds of cold calls every week, and it's all good as long as other factors are present. If you ask this with positive energy, you'll actually get an enthusiastic reply. And worse case scenario, it's still very polite! Moreover, yes, it's a time filler. But there aren't many time fillers out there, and while it might not be the special sauce, I don't think it deserves to be at the top of this list. Secondly, "are you the decision maker?" Totally depends on what part of the conversation you ask it. Think about it -- if you ask this, in context, honestly, to a friend, they'll tell you! When you've achieved 100% rapport with a customer, you can really ask them anything. If used without building rapport, it might be a bad line, but it's not automatically a bad question. As far as "would you be interested?" Why not? I'd like to hear what you think I might be interested in. Once again, not the best line, but at least legal. I think much more important than focusing on what not to say is simply how and when you say things.
Thanks Marc
Sadly I start with the how are you? but am changing that and i do that one with my friends on Facebook. On the Are you the decision maker, would it be better to tell the person on the phone I would like to talk to the person in charge. These videos are interesting.
I think "how are you doing today?" is an extremely important thing to ask. It shows that you have at least a slight concern with their emotions and says they are important without actually saying it.
how to stay to the point with a chatty client? Keeping me there longer than needed. in a one close sales call, I sell pre-need cremations and funerals, majority of older folks some keep me there over 3 hours, my commission not extremely high.
my self been using 4/5 hahahaha lets change it and try again.
I think it's so sad that most people who ask, "how are you doing?" Genuinely don't give a crap about how the other is doing. But what's even sadder to me is that most people believe that generally anyone who asks "how are you doing today?" Is just using it as a filler and dont give a shit so theres no point in saying anything other than "fine what do you want" lol. I know that there are still people in the world and still marketers, who actually do genuinely care how the other person is doing when they ask that question. Regardless of if they are strangers or close friends. I know this because I am one of those people, I am one of those marketers. And if I don't have time to listen to how some one is doing, I instead say that I hope they are doing well today. Because I truly do and I guarantee many others do to. Even though most people believe that the question no longer has any meaning
Imagine a Doctor asking a patient if they're interested in being diagnosed for Cancer.
I have to chuckle at this... He talks about "old school" being replaced by "new school". I have been in business (my own business) for 35 years and right from the start, we were selling our services by doing lots of RESEARCH on our targets, identifying their challenges, and then showing how we could provide solutions. To us it was common sense... we certainly did not have to rely on a glib-talking greasy youtuber for what should be blindingly obvious.
Great guidance regarding the questions with advice. Should include role plays and illustrate what right looks like so it's not just preaching.
Biggest and most common mistake...not doing the cold call. Read- b2b sales degree. Good sales bible for professionals
How can I offer a business opportunity (network marketing) to someone without sounding salesy?????
all very good points.
Hi Marc please make a video about connecting via LinkedIn.
''did i catch you in the middle of something?'' customer: ''yes you have, im busy right now...call me back later..1pm..thanks bye''?
or you could say...
'' Hi..This is SO and So calling from So and So's office, SO AND SO has personally asked me to give you a call, Now i know you might be busy right now so I wont take much of your time....But whats landed on my desk today is something which I wholeheartedly believe will be beneficial to your company ..Let me just ask you one question....(ask an open obvious question which customer will of course answer yes to) followed by another ......etc etc. you get the deal
Could sombody, please, explain what is "Interspace selling"? I could not find its definition anywhere. Thanks in advance!
The way he reacts to questions lmao🤣
Good Video here. It gives massive value.
I have videos like this as well. You can go into my channel for more.
Had to subscribe
the free ebook download didn't work after several tries. It takes me to a pitch for class. I have reported to youtube.
"I want to hear from you" is number 6? Wait, no, lol. Cool video. Actually if someone tells me seemingly genuinely "can I pick your brain" I'd be like "sure, go ahead!" But I'm not used to hear it and brains matters to me so. Good to know it's actually a turn off for most...
"Did i catch you in the middle of something"? i think PROSECTS are always up to something.
please could you propose an alternative to this question or please explain why its approriate. i seem to be having a hard time trying to use that.Thanks
Can I talk to you now?
Does "is it a good time to call?" work as an alternative?
Skip all these formalities go right into the pitch .... unless they ask you how are you; then respond quickly & get back to pitching
Just say your name and company and right into your pitch
A supervisor recently got pissed at me for not saying how are you.
I never do that because I actually care to sell by using permission.
I know for a fact you did very poorly at that job and are working drive-thru. You were very lucky to have a mentor and you were so arrogant. Shame on you. You deserve the future you are given if you don't make one for yourself!
Justin Hayes what was that lol
Hi. What's is your dogs name?
He was called Brian. He died last week when i got distracted by a cold caller and he ran out the open door and was hit by a car...
😬
Hello Marc! I could not acquire your ebook. There is no anything to download.
My biggest problem is I talk too much. I can't even count how many times I över talked my way out of a sale.
I hate " can i pick your brain " a client said this to me 20 years ago and funny that I recently closed the 3rd transaction with him and he really burnt the bridge this last time being disrespectful and thought to myself, dude, you are not going to get another chance to be my client, you are gone, I am SO DONE with you. Some people have the worst manners and i wonder if they are aware of that 🤔
I suggest working as a telemarketer for a year or 5
Hey guys! How are ya?
Plz make the presentation crispy. Its lil draging. But i like the info that you share....
This guy is a modern day Don Lapre
Video starts at 0:51
Who ask these dumb questions? Being in sales for 6 years I have never asked a single question above these, except how are you?
What do replace them with? Mr sales guy
I took this advice and stopped asking "How are you?". I replaced it with "Yo dude!" and my sales quadrupled. My favourite opener is "Hi mate. How's your bum for spots?". It really throws them, especially the women. Another good one is to frown, wave your hand about and ask "Phew, have you just farted?". It breaks the ice and always brings a smile to their face. Admittedly, I've never got onto a second question with any of these openers, but I believe that persistence pays off, so I shall continue to plough my own idiosycratic furrow until I succeed. And I will never again ask anyone how they are.