A Simple Sales Strategy: Ask Questions!
Ask questions. Ask questions. Ask questions. In case you didn't
get this, ask questions! Asking questions is one of the most
powerful keys to successful selling. It really is. So, why
should you ask questions?
Ask questions to find out if you can help/serve your potential
client. By asking questions, you'll be able to find out if your
solution will help them at this point in time. It may be the
right time and then again it may not. You'll know by asking
questions.
Ask questions to qualify. By asking questions you will find out
if the person has a problem you can solve and if it is big
enough for them to want to solve it now. If the answer is "no"
to both questions then there will be no point in progressing
with the sales conversation.
Ask questions to find the answers! Often we assume we have the
answers. We have all the reasons and answers as to why a
potential client should work with us. Telling someone what is
good for them and why is rather presumptuous. So, instead of
telling someone why your service is good for them, ask them
questions and they will give you their answers.
Ask questions to gather information for your presentation.
Assuming people have problems you can solve and they want them
solved now, you can eventually present your solution. When
presenting, I highly recommend you give a tailored presentation
which specifically addresses the problems they have that you can
solve. The only way to find out this information is by asking
questions.
Ask questions and you will control the direction and the flow of
the conversation. The person asking questions controls the
conversation. Conversely, if you just launch into your solution
presentation without asking questions, you have immediately lost
control, and I assure you that your potential client will not be
listening.
Ask questions to take away objections later on. The more
questions you ask now the fewer objections there will be later
on. There is a correlation. You'll see.
Ask questions and you will build trust and rapport. Building
this trust and rapport is a prerequisite -- a very important
step that needs to occur before someone will buy from you.
When asking questions I recommend you use the following 3-part
framework.
Part One: Ask questions to uncover problems (that you can
solve). Part Two: Ask questions to get them to explain to you
the impact/effect of the problem. Part Three: Ask questions so
they can explain the benefit of solving the problem
When you are asking questions, have no expectation of making a
sale. Come from a place of simply wanting to help your potential
client. This mindset will help you and the potential client
discover if your services are the best solution to their
problem.
Now there is a science to using this framework but we have to
leave that for another time!
(c) Tessa Stowe, Sales Conversation, 2005 You are welcome to
"reprint" this article online as long as it remains complete and
unaltered (including the "about the author" info at the end).