I stopped into a local establishment that has close to 60 different beers on tap. It’s called The Daily Growler, a favorite spot for beer aficionados as it carries many local beers but also brings in some new or popular craft beers from out of the area. It’s a neighborhood place where you can sit and enjoy a pint or two or pick up “to go” beer served in 64 oz. bottles called “growlers” or you can enjoy a 32 oz. special can called a “crowler.”
As I selected my IPA from Minnesota and was getting ready to put down my cash for payment, Kenny behind the bar changed everything with a simple question;
“Are you going to have time for a second?”
He didn’t ask me if I wanted to run a tab. He simply presumed the next sale.
“You know what,” I replied. “I just might. Do you want me to leave my credit card with you?”
Kenny smiled and said, “Not necessary. We aren’t very busy right now. I’ll just watch to see when you’re ready for another and bring it to you.”
And just like that, he kept a customer happy, made an extra sale, and earned a little bigger tip. Now, I know some of you are thinking it’s probably not hard to keep me in a place with 60 beers on tap, but with his simple inquiry, he already had me thinking ahead to my second beer…and to writing this post.
The Best Salespeople Are the Best Question-Askers
Imagine if all salespeople were as good as Kenny, subtly making second sales before the first sale was even complete. Heck, even if the first sale could be made or even brought closer with a simple phrase or question.
“Are you ready to find your house today?”
“If this home works for you today, would you buy it?
“If I were able to sell your house in 14 days or less, would that pose a problem for you?“
“How soon could we begin showings?”
This week, we should all be more like Kenny. If we ask the right questions, we just might be able to hear what we’re hoping for inside the answer.
While you’re thinking of some great presumptive questions to use this week, keep building relationships, solving problems, and having fun…and be sure to build in a little extra time to your day. You know, just in case you want that second beer.