Sales Training For Professional Services | Action Selling

Sales Fails 3 – Landing Page

How Commodity Questions Ruin The Sale

Studies by The Sales Board show 87% of salespeople only ask questions that yield commodity needs from their prospects during sales calls. A commodity need is one that can be solved by any product or solution on the market.

If the needs that are uncovered aren’t ones that that can be uniquely solved by your product or services, it’s impossible to position your solution as differentiated in the eyes of the customer. Here’s what happens when the wrong questions are being asked:

  • The discussion becomes too transactional.
  • Salespeople never learn about the customer’s actual problem or opportunity.
  • The benefits of your solution will be undervalued.

This 2-Minute Video demonstrates how only asking commodity questions can be detrimental to the sale.