5 Stupid Questions That Cost You Sales and Money

now asking questions is one of the most powerful things you can do in sales but here's the thing a lot of salespeople people out there get into the hat bit of asking the wrong questions which ultimately kills their deals and custom sales and money so in this video we're gonna show you the top five stupid questions that are probably costing you sales and money everybody what's going on so in this video i'm gonna shed light on the five top stupid questions that are probably causing you sales and money and by the end of this video you're not only gonna know which questions to completely avoid but i'm also gonna give you an alternative so that you can ask the right questions and close more deals now before we go ahead and get started with this video make sure you give this video a like if you're excited to hear what these top five stupid questions are and if you haven't already make sure you subscribe because i'm gonna be dropping new sales video two times per week and if you wanna make sure you'd get notified make sure you hit that notification bell and one quick thing in the comments go ahead and leave your number one sales challenge in the comments because i do read every single comment and it helps give me new ideas to make videos for you guys now moving into the top five stupid questions now the first stupid question is gonna be is now a good time to chat now this typically happens when you are cool calling and a lot of people cool calling there you know they ring the phone they talk to the prospect and the first thing they say is is now a good time to chat now the problem with this is that if you say is now a time to chat you open up the opportunity for the prospect or whoever you wanna talk to to say no right because if you say now we get time to chat even though they picked up the phone and they're just taking your call it doesn't mean they actually wanna talk to you so if you ask that question they may say no then you're fighting an uphill battle and then you're never even gonna build rapport and trust to even get into a selling conversation and the call will end right there so instead what you wanna do especially if you are code calling is instead of saying hey is now a good time to chat because that's exactly what you don't wanna do do you wanna say something like this hey john i'm a little lost do you mind if i take a second to tell you why i'm calling and john whoever or whoever you're talking to is gonna say yeah sure what's up and then you can start the selling process from there but if you give the prospect an opportunity to say no quickly especially at the beginning of the call then you might actually just kill the deal and the sales meeting right there but if you kinda just play like hey i'm a little loss like hey john i'm a little loss do you mind if i take a second to tell you why i'm calling then that person's gonna be a lot more open to taking your call so that's gonna be one of the top stupid questions when it comes to cold calling and if you wanna see more on cold calling and i have a video on exactly how to do that link is gonna be somewhere on the screen or down in the description now moving on to stupid question number two and that is gonna be are you the decision maker now during any time of the sales process you wanna know who the decision maker is because if you don't know who the decision maker is then you can't actually close the deal right but the thing is you wanna ask it in a way that's very subtle and it doesn't really put the prospect in the position where they are more likely to lie to you for example if you ask someone directly are you the decision maker most people are just gonna say yes even if they're not the decision maker right because low level person always wants to pretend like they're in power so they say yeah i can make all decisions when in fact they have to get approvals from other people teams maybe their bosses or whatever the case is even if the person is actually the decision maker they may actually not say they're the decision maker because it's a negotiating tactic so that they can use that it's sometime in the future to lower the price or or to get more favorable terms so instead of asking someone directly are you the decision maker and you know that's kind off putting to direct and people don't wanna really answer you instead what you can say is hey is there anyone else we need to involve before making a decision right and you can kinda see here i'm using a lot of we and i'm just asking hey is there anyone else we need to involve right it could be your boss it could be someone on a whole different team that has prove it you know whatever the case is you're not directly saying hey are you the person that is gonna make the decision because that's not it's too direct and it's two people feel like they're are being attacked so instead you wanna come off with a more collaborative voice and say hey listen is there anyone else we need to involve before making a decision and the person is a lot more likely to answer you truthfully and show you exactly how their decision making process works at the company they work at with company that they own alright so we're gonna move into question number three and that is what do you dislike about your current vendor now here's the thing when you're having a sales a lot of times you know the prospect or the person you want to sell into is already using maybe your competitor or an alternative and you're trying to get them to see a different perspective and maybe use your product or service instead of somebody else's right now here's the thing even if someone is using a competitor already then they don't wanna necessarily talk bad about the products that they are already using right because i she can bite them back in the future so if you ask somebody hey you know what do you dislike about your current vendor they're not gonna tell you because why should they tell you right because they're maybe they're somewhat happy be maybe not everything's perfect but why should they tell a complete stranger or salesperson about their problems right and you wanna think of it like not just sales win everyday regular life people don't necessarily like to dump their problems on other people they want to share their problems with people that they can trust in hopes that the other person might be able to give them insight and help them so when sales is the exact same thing instead of asking someone hey you know what you hate about your vendor the most people don't tell you the answer to that because it's too personal you haven't built enough trust and it's too direct of a question so instead what we can do is we can ask a different variation of that question and ask hey you know listen for your current vendor if you were to give them a one out of ten one being you know not good at all and ten being their perfect where that be you know where would they land right something like that and usually the prospect why they give you a number like seven or eight or nine and all you have to do no matter what number they give you is let's say they give you a seven right they say hey our current vendor is good they're are seven but they're not perfect all you gotta do as a salesperson is ask okay tim is not bad but no i'm just curious what's actually missing from what they're doing that would get them to a attend and so if you're asking this way you're not saying exactly what they're doing bad you're just saying you know what are the opportunities that they can actually be better in so if a prospect is already using a competitor and there are some gaps or room for improvements you wanna see what those gaps are and see if you can actually fill in those gaps and that will actually lead you to starting a conversation on whether or not you can actually place your vendor or maybe act as a compliment to the vendor and you know stack your product or service on top of theirs and maybe you know that's how you might be able to get the sale now if you just wanna like talk bad about a current vendor and say oh they suck or oh you know they're not good here's why people aren't gonna trust you because you're just bad now somebody without real reason because if they chose that vendor obviously they chose it for a reason so if you bad mouth them you're you're not only trying to make that vendor look bad but you're also trying to say that a prospect made a bad decision and nobody likes to be wrong so instead you just wanna say hey what are the things that we can actually do better here you know so basically you just wanna position your product or service as a way to fill in the gaps and then that's how you're gonna be able to sell into companies that already have a competitor in place or act as an alternative to a product or service alright so now we are gonna move into question number four and that is do you need time to think it over right this is one of the most cop out phrases that you can use in sales when you're nervous or you don't know what to say and here's the thing a lot of times prospects or whoever you're trying to talk to they will tell you that they need more time to think about it right so the thing is a lot of times most prospects already do this right so you do not want to prompt them into this phase because time kills most deals so the more time that passes the more like someone is to not buy your product or service right you want them to understand exactly what they need to know before making a decision and try to make get them to make a decision quickly because you know delaying a deal doesn't do anyone any good doesn't do you any good doesn't do them any good right if you can actually genuinely help them why not make this decision sooner i'm not saying that you have to force a customer to buy right there on the spot so she like closing on one phone calls which if it's a big decision most people don't do that however you just wanna make sure that you don't get the prospect to delay a deal too long and one of the worst ways to do that is to say do you need time to think it over so a alternative question you can ask to get a timeline on when someone is more likely to make a decision and try to shorten that timeline is to ask a simple question like is there a timeline you have on when you would like to make a decision so instead of just asking hey do you need time to think it over i'm asking for specific timeline they might say three days they might say one week they might say one month right so if it's you know in a range that is reasonable for you they might say hey i can make the decision by the end of the week and you wanna roll with that then you can go ahead and roll with that and everything's good now if they say something like hey i need two months to think about it what you wanna do is you wanna shorten that timeline right because you wanna ask questions like okay two months i totally understand where you're coming from but what exactly needs to happen in those two months before you actually make a decision because i wanna make sure you have all the information you need now so you don't have to delay anything right so basically if someone tries to give you a long timeline you wanna figure out why exactly they're giving you that timeline and you don't give them information that will actually shorten that timeline because why would you wanna waste time so much time making a decision when you can make it a lot more quickly so not only it helps the salesperson in your business because you're generating revenue more quickly but it also helps the prospect because they don't have to waste time thinking about what they should do and instead you're giving them all the information they need to actually make decision a lot sooner now we're gonna move into the next question which is question number five and that is can i send you an email with more information now typically when this happens during a sales meeting it's usually when the prospect is not really interested and the salesperson doesn't really know what to say or or how to handle the objection objections so they'll just say hey you know i'll just send you information or more information over email and you can make a decision now here's the thing most people when you send them that email are never going to make a decision and never gonna persuade them with more information like especially with case studies or pdf or you know something like that because if they're not able to see whether or not they're interested on the phone call with you of a salesperson which is your job then you know a pdf or something that is not gonna get the job done either so instead of just saying like hey you know i'll send you more information instead what you wanna do is if somebody asked you like just send me more information you wanna say something like okay i can send you some more information but you know what what kind of information exactly are you looking for before you actually know whether or not you can make a decision right and by understanding what kind of information someone is looking for instead of actually sending that information via email what you can do is talk about it over the phone because you know in a sales process it's not just like you're trying to sell them you're trying to qualify whether or not they're gonna be a good fit for your product or service so instead of wasting time and delaying deals and sending emails back and forth you know over a long period of time which may result in no sale at all instead you wanna say like so hey listen i wanna be real of you and i don't wanna waste your time don't wanna waste my time either so i'm curious to know what information do you need before you actually make a decision because i think these are things that we can actually talk over the phone so we don't have to waste time emailing each other back and forth is that okay with few they're gonna say okay sure and then they'll tell you exactly one information they need to know and you're gonna figure out right there on that call whether or not they are a qualified prospect someone who is qualified to purchase your product or service or if they're not totally fine you just move on to the next person but if they are then you can then you can continue the sales process will file having to delay anything by sending emails back and forth so with that said those are gonna be the five most comments stupid sales questions that may be costing you sales and money make sure you avoid these questions at all costs and if you already have the habit of asking these pad questions go ahead and replace them with the alternatives i already gave you in this video and if you made it to the end of this video make sure you give this video like because every like does help this video reach new audiences and if you haven't already make sure you subscribe because i'm gonna be releasing two new videos every single week and in the comments let me know what your number one sales challenge is because i'm gonna be making videos based on the comments and feedback that i get and i wanna sure i wanna make quality content just for you with that said that's it for this video and i'm gonna see you guys in the next one