Episode 15 - Questioning for Personality

Customer Secrets

Why do people hate dealing with salespeople?

The reason is that salespeople are taught to ask questions. Sounds harmless, doesn't it. What is so controversial as a "question?"

But there is one negative aspect of asking questions that nobody talks about. That is this: "questions demand engagement." By engagement, I mean that the recipient of the question has to stop what they are doing, and address the question. Even choosing not to respond takes a conscious effort that only happens after you've had to stop what you're doing.

People hate to be interrupted. And that is what questions do. They interrupt.

Do you ever pick up a telephone, and the first words you hear are: "how are you doing today?" You know it is a salesperson on the other end, right? They simply can't help but to blurt out a question in order to drive your participation in the conversation. Whether you want to talk to them or not. They force it on you by starting out with a question.

Since salespeople are the one asking the questions, the hatred is of being interrupted is transferred to them. See why people don't like dealing with salespeople?

In this episode, we'll go deep into this discussion, and try to come up with a better way of approaching the prospect without getting them riled up by forcing an engagement.