CANDDi Blog

Successful Selling is About Asking the Right Questions

Published 12 Nov 2012 by , CANDDi
Read this in about about 2 minutes

Questions are important in sales because they make the conversation about the purchaser and not the product. They stop us as salespeople telling the buyer what we want them to hear, and force us to focus on their needs.

question mark

It has become a terrible cliche to start a blog post with the number of search results that come up for a specific term on Google. So please forgive me for my lack of individuality.

In sales circles it’s a popular idea that effective selling comes down to asking the right questions. Search for “how to sell more by asking the right questions” on Google and you get around 40m results. The first few pages of results are all blogs coaching you on how to do just this.

Questions are important in sales because they make the conversation about the purchaser and not the product. They stop us as salespeople telling the buyer what we want them to hear, and force us to focus on their needs.

Questions also allow us to focus more quickly on the right people. Take for example the shop assistant who asks: “Can I help you with something specific or are you just browsing?” They have immediately identified whether you are worth spending their time on, and if they’ve done it well, engendered some good feeling - both valuable.

Of course what constitutes the right question changes depending on a wide range of factors: where someone is in the sales cycle for a start. You don’t want to be asking someone stood at the till whether they are just browsing. Likewise you don’t want to be proffering a valued repeat customer an introductory offer.

Unfortunately this is exactly the sort of subtlety at which websites have failed. They present every visitor with the same questions.

This is the problem we are solving with CANDDi Questions. We enable websites to intelligently interrogate Visitors based on what the system already knows about them. The learning from their answers then gets fed back into the system for future reference.

Now websites can start to behave with some of the subtlety of a good shop assistant. Asking one question for a new visitor and another for a repeat customer. Targeting relevant questions to people from specific companies or industries, or simply choosing the right level of engagement based on someone’s behaviour.

CANDDi Questions is available today. Download the product sheet here or give us a call if you’d like some more info on 0161 242 7234. Or, if you’re at FUNNEL this week, come by the stand for a demo.

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