The truth about questions in apparel export sales

 

A few days back I got a present from a prospect out of the clear sky.

What present was that?

When I called him up on the phone one of the first sentences he said were:

"You only have the possibility to work with me if you can: A / B / or C."

He presented a detailed description of what he was looking for.

Nothing general - but extremely specific. Wow.

This was the first time happening.

I felt impressed.

This buyer was so incredibly clear and precise about what he needed.

And here's why.

He mentioned that he was not always a buyer - during his career, he used to work as a salesperson.

So that might be the reason why he understood so well that the most important thing a salesperson like to understand.

 

 

What is it really that the buyer needs? 

 

Gladly he offered me this information on a silver plate.

Well, this is surely an exception.

Normally you don't get the solution that your prospect would accept as a solution like this.

Often you need to ask questions to get the information you need. To discover if you are the right fit for the prospect.

So, you need to understand the customer situation only then you can serve.

Discover their individual pains and understand their specific goals.

A solution that works fast to relieve pain and makes her/his trouble go away.

Without this knowledge how can you sell?

Therefore, asking the right questions helps.

It's helping you to help your prospect.

This builds the ground of how you and everything you do will be perceived.

Your intent is not to go out and sell somebody something – but to help and to find and solve problems.

 

 

So here's my question for you

 

 

*****

Is it always true to say:

" Who asks leads."

 

*****

 

 What do you think?

Is this always true?

 

Ahm. I say, sort of.

But the type of questions matter.

They should be relevant ones.

 

Before we dive in...

I want to take it back to basics. And review what types of questions you have during your sales conversations.

 

Different types of questions:

 

  • Motive and reason questions
  • Urgency questions
  • Validation questions
  • Fact questions

 

There is a big difference between those types of questions. And it's because they have contrasting purposes and you ask them at certain points of time through the selling process.

I heard this all the time. Have you? It's this one piece of advice: "You need to ask your buyers questions."

Yep.

Agree.

However, today we're talking about one type of question that you need to know the answers to, BUT ...

should better NOT ASK.

And these are fact questions.

 

What are fact questions

 

Fact questions are hands down your bread and butter, the chili to your dinner, the milk to your latte... you get the point.

 

And here's why it's important

Fact questions are hard and fast indicator for your potential buyers whether they are resonating with your company and doing what you want them to do.

 

 

What you need to know from a potential customer

 

  • How they basically work
  • Their overall concept
  • What kind of garments they sell
  • Their main categories
  • How many retailer stores the run
  • What brands/own brands do they provide
  • The price level they sell their garments
  • The level of fashion
  • In which areas/countries do they operate
  • Their target customers
  • Are they, retailers, with stores or do they sell only online
  • Their company history and company story
  • Financial situation
  • Do they run offices in Asia or not
  • Their corporate structure
  • Current news and updates
  • And more

 

 

What's really cool about fact questions is that are so easy and quick to get

 

Just do a little research.

Try to find out whatever you can.

We all know: Today it's easy peasy.

You can simply Google it. Plus, companies have extensive websites.

Your 5-minute research can give you a TON of insight.

The better you are prepared - the less you need to ask fact questions.

 

 

 

Now, I’m going to fill you in on a little secret, and here it is:

 

What can happen if you ask too many fact-questions?

Hear me out! This is important stuff to consider.

There’s no point in asking those questions, and here’s why:

 

  • Yawn - Buyer might get bored. Because she/he knows the answers already. Told them a million times. This is no exciting exchange for them.

 

  • Annoyed - Time is always short. It's taking the time that could have been spent with more productive matters from buyers' point of view. The buyer might think you don't seem to know much about them. Buyer: "They haven' spent a minute to get to know us."

 

  • Embarrassed – Some questions the buyer might not be able to reply to. But might feel she/he should have known. Buyers' face blushing "Aw, ... wait... what's the total number of our stores currently again?!"

 

  • Pressure - Who is asking is leading. If too many fact questions are "fired" this can cause tension and uneasiness.

 

I'm not a big fan of too many fact questions because they can create a school atmosphere.

Or seem like conducting an investigation.

Who likes to be questioned like this?

 

Questions are helpful when they point in the direction of a solution

 

When it's clear for the buyer that you ask this question to understand.

To help them to get closer to the transformation or goal they are working towards.

And most fact-question don't support this.

The other types of questions we talked about earlier like: the motive, reason, urgency, and validation questions are a little trickier.

This is where your questions really play a huge role in the selling journey.

These you definitely need to ask and can't figure out for yourself.

Or Google them.

Those you need to ask the buyer in a conversation.

More about those you'll read in a future post.

 

To sum up

 

Hopefully, this helps some of you as much as it has helped me with getting clearer in finding a path.

Hope you're inspired to take action now.

Nothing will improve until you execute.

Many of you (and I) need to challenge ourselves.

We are busy, but we may not be busy doing the right things.

Appreciate you and would love to hear your thoughts on this topic.

Thanks so much, best of luck, and if you find this post useful, please spread the word.

Thanks for spending the time out of your day.

 

To download the FREE RESOURCE click here.

If you are one of those people that has tried to stay organized and gave up because it took too much time, then this PDF will help.

 

To have it handy whenever you need it - all in one simple glance.

thanks, talk soon

Heike

 

NEW! Save your spot for the next free live workshop.

There's an art to cold outreach to RMG buyers. And a science. And we're going to cover both.

Let's get you some new buyers, shall we? Click here to save your spot.

 

 

    53 replies to "The truth about questions in apparel export sales"

    • Zayed

      its seems very interesting. thanks.

      Reply
    • Alamgir Kabir

      Hi Heike!
      Your post is informative.
      Keep going ahead.
      Thank you.

      Reply
    • Md. Abu Sayed

      Nice to see your blog. Posts are nice and unique. Just carry on. Thanks.
      Textile Apex – A blog site on Textile and Apparel

      Reply
    • Nayem Molla

      Hi! Heike Thanks for the opportunity to join the network

      Reply
    • Mukul

      Thank u
      For reply comments on my comnts

      Reply
    • Moazzam Malik

      Hi Heike!
      Yes your information is good and focused.Also your last mail about target customer was very accurate.
      I need to know that once customer do not reply you on email what to do if you think your customer is also potential and you want to have an entry strategy?

      Reply
    • Taimur

      remarkable and well understandable….. keep put the things/information.

      Reply
    • Aziz Hossain

      Nice artilce … and you are right that the Sales person must know what types of questions she/he needs to ask the buyer.

      Reply
    • Kashif Naeem

      Dear Heike,
      wonderful keep going

      Regards
      Kashif

      Reply
    • Tanvir Ahmed Nabil

      There are a lot to take from here, thanks for this informative post!

      Reply
    • Jawad

      Really interesting read.

      Reply
    • Ashaf Hakim

      Awesome!!

      Reply
    • Waliullah Suman

      Helpful topics.
      Thanks …

      Reply
    • Fazmil

      tks. it’s interesting

      Reply
    • sumit saha

      Dear Heike,

      Thanks for buyer execute question advised & helpful topics for us.

      Reply
    • Farrukh Jawaid

      Hi everyone,
      Thanks for adding me in the group.

      Farrukh here
      We are the Manufacturers and exporter of terry towels in dobby and Jacquard patterns!

      Reply
    • ajay chouhan

      hi,
      thank you for your blog latest article,you must do your home work and leg work throughly,the trouble is that most of the exporters of garments from india are not willing to do that,all they want is orders to placed with them in order to generate more profits,keep it up.
      regards
      ajay.

      Reply
    • Muhammad Babar Khan

      Very Thoughtful suggesstion.
      Thank you Heike.

      Reply
    • Javed Asghar Janjua

      Well,veru useful information.
      I think very important for everyone.
      Regards
      Javed Asghar Janjua

      Reply
    • A.K.M.MAHMUDUL HOSSAIN

      This is what I exactly looking for as a sales person.

      Reply
    • Sohail Ahmed

      Great post. Its what every Marketer/salesperson needs. Should also be taught at every level in schools, colleges and unis.

      Reply
    • Muhammad Yousuf Khan

      Hi Heike,

      Thanks for adding me,
      Nice article.
      It is very important for everyone.

      Reply
    • Syed Adnan Ali

      Thanks Heike,

      Glad to read of blog latest article.
      It’s very impotent to know for everyone.

      Syed Adnan Ali

      Reply
    • SENTHILNATHAN

      Hi Heike,

      It’s very interesting and informative.Good job ..

      regards,
      senthilnathan

      Reply
    • monzur

      It’s very nice thinks really you are grade I be live you will help me to heart.
      Waiting for nice day.

      Thanks lot
      May u be happy.
      Monzur
      01715325856.

      Reply
    • Thahir

      Heike
      I cannot even number in how many of us would have guided giving marketing tips from primitive to more advanced. Even my boss is not but you were….. without expecting anything….. you are simply great Heike.

      Reply
    • Syed Ali Farhan

      Thanks Heike,
      Glad to join here hmmm

      Reply
    • Hafejul Islam

      hi how are you?
      What are you doing?
      I am so happy to get your mail. its so informative and run me go ahead. Pls stay continue with me

      Reply
    • GP

      Great post. Its what every Market/salesperson need.

      Reply
    • Zia.

      Dear Heike,

      Thanks & it is useful trips for business guideline.

      Reply
    • Masum

      Hi, Very nice presentation it is really helpful for a business person.

      Thanks
      Masum

      Reply
    • Zakir Hossain

      It’s a nice presentation !
      Helpful to all business persons.

      Reply
    • abdur rahman

      How can i catch order.pls let me know

      Reply
    • Amir

      Hi, Very nice presentation it is really helpful for a business person.

      Reply
    • Ahsanul

      Hi
      really valuable post for capturing international market keep going on and post more valuable topics like this

      Thank you

      Reply
    • Md Lokman

      good article heike and thanks for that.

      Reply
    • Mamun

      this is really awesome tips.

      Reply
    • Abul Mansur Ahamed

      thanks a lot for your time and efforts, it is a lot to make one understandable.

      Reply
    • jimmy

      I think what you mean is that we need to know the customer?
      Help them solve problems and become partners with them.

      Reply
    • Rajesh Chandra

      Hello Heike,

      I believe that assumption is a risk, especially in garment industry, where timelines and margins are at stake. Doubts, if left unclarified, can eventually lead to crisis like situation later.

      It is most important to ask questions. And a wise buyer understands the purpose of such questions, because in the end, it is he/she who will benefit the most by answering these questions.

      Reply
    • mahedy

      post is much informative & educative also….

      Reply

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