Sales Rule#2: Always Answer Questions With A Question

Question 1

How does your service work and how much do you charge?

Answer 1

Actually, I am very selective with the clients I work with. Let me ask you a few questions just to find out more about your company and if there is a need we can talk about it and if there is no fit I will let you know. Is that fair?

Question 2

How do I know you will deliver the results we are looking for?

Answer 2

That is exactly why I am selective with the clients I choose to work with because I want to make sure I can return an immediate profit to my clients. To determine if I can deliver a profit and if there is a fit or not let me ask you a few questions.

Question 3

Do you have any case studies of other companies you have done this with?

Answer 3

Let’s say that I delivered those case studies to you and they were to your satisfaction what would happen next? (flush out the lies.. the real reasons why they are not buying).

Question 4

Can you give me all the details and how your marketing service works?

Answer 4

We will get into that but let me ask you, what are you looking to get out of this call today?

Question 5

Okay but let me just ask how much this will cost?

Answer 5

The price will ensure you will make a profit but before I can answer that I need to ask you a few questions to determine how much profit I can make you. Does that sound fair?

Question 6

How much do you charge?

Answer 6

I don’t know.

Question 7

What do you mean you don’t know?

Answer 7

It depends on what you’re looking for. Let me ask you a few questions to determine if there is a need and if we are a right fit for each other. Does that sound fair?

Question 8

Pro-tip: What is your close?

Answer 8

So what would you like to do next? (In a very non-excited voice)

Question 9

Pro-tip: As a salesperson, you never say THANK YOU, what would you say?

Answer 9

Congratulations, I look forward to helping you grow your business.