5-Minute Selling

CHAPTER 26ASK WHAT ELSE YOUR CUSTOMERS ARE BUYING FROM OTHER SUPPLIERS

This technique, the reverse did you know question (rDYK), often makes my clients more money than any of the other approaches I teach.

The rDYK question asks your customers to name products and services that they need, rather than you suggesting products with did you know questions.

HERE IS YOUR LANGUAGE FOR ASKING RDYKS

• “What else are you buying elsewhere that I can help you with?”
• “What else do you need that we can provide?”
• “What do you buy from those other suppliers that you always complain about? Let me help you with that!”
• “What else do you need quoted or proposed?”
• “What other projects do you have coming up?”
• “What are you having trouble getting quoted?”
• “What's next?”
• “What products or services are you having trouble getting quoted?”
• “What's on your wish list?”

WHY DO THESE QUESTIONS WORK SO WELL?

Because we learn what else the customer needs. Many times, they will name products and services that we simply didn't know they needed.

Sometimes your customers will simply start listing products and services that they need. A veritable laundry list!

5-MINUTE SELLING SUCCESS STORY

I was with a distributor client's sales team in a follow-up workshop, which I do about 90 days after my clients systematically launch this work, and the attendees were sharing their success stories.

One outside salesperson raised his hand and said he was talking with his customer last week, and asked her, “What's ...