Let’s be real. Most salespeople are super annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.”
However, B2B buyers and B2C consumers generally do not know how to purchase anything that falls outside their area of expertise. Think about it. Do you really know how to buy a TV? Do you know what precise technical questions to ask? You’d probably like some help, right?
But ironically, when the salesperson at the electronic store asks if she can help, what do you typically respond with? “No, I am just browsing.”
The cat and mouse game buyers and salespeople play has created an environment of leverage and one upmanship versus understanding. And this hostile relationship often stems from the questions salespeople ask their prospects. Below are 14 common questions sales professionals ask prospects and why they should stop -- or at least, rephrase.