B2B Marketing Tip of the Day: Stop asking questions.

All great sales people will tell you that asking the right questions is one of the most important elements in qualifying and pitching prospective customers.

  • Never ask, “Would you like to have a personal demonstration of the product?”
  • Instead, ask, “When would be the best time for you to get a personal demonstration of the product?”

The rule is to never ask questions that can be answered with the word “no.”

Unfortunately, many B2B marketers are unaware of this rule. Worse, I regularly see email or direct mail messages opening with a yes/no question, a practice that basically puts an end to the conversation before it even begins. Here is a classic example:

  • Have you ever wondered how else you could sell, buy or market your products and services?

Rather than possibly generate a “no” answer, this opening sentence can easily be turned from a question into the promise of a benefit with something like:

  • Finding ways to boost revenue and profits for your business is always a challenge. Many leading businesses today have met this challenge by discovering a new way to sell, buy or market their products and services.

Today’s tip for B2B marketers: Learn from great sales people. Never ask a question in marketing messages that can be answered by “no.” To be safe, stop asking questions.

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  1. […] This post was mentioned on Twitter by Barb, Nex-sales Solutions. Nex-sales Solutions said: B2B Marketing Tip of the Day: Stop asking questions. http://bit.ly/bxwgqf […]

  2. BizSugar.com says:

    B2B Marketing Tip of the Day: Stop asking questions….

    How B2B marketers should learn a rule from great sales people to enhance the results of their marketing efforts….

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