Some questions are extremely valuable while others are exceptionally weak. You want to take advantage of the power strong questions offer. Here are simple tactics to guide you to making sales more easily.
Some questions actually stop the sales process…fast. Generally these are questions that are answered with simple “Yes” or “No.” I call these types of questions “throw away questions.” They actually stop the sales process. After your Prospect answers, you don’t know where to go. He answered your question. Your question didn’t call for any elaboration. Your question didn’t call for his participation. In fact, it’s almost like you’re drilling him by asking questions that start with:
Examples of throw away questions are…
- “Is that OK?”
- “Do you want to go ahead?”
- “Are you happy with your current supplier?”
Throw away questions lead to dead end answers: Yes or No. Now what? Now, you have to ask another question. If you have to ask another question, just begin with a better question in the first place!
Hit the “Hot Buttons”
The best questions give you more information. They give you hot buttons. They advance the sales process, because Prospects elaborate. These questions begin with:
Illustrations of these explorative questions are…
- “Who makes your buying decisions?”
- “What are your major challenges?”
- “When do you plan your budget?”
- “Where are you currently doing business?”
- “Why have you chosen to use that media?”
- “How can a company like ours serve you better?”
Even better questions yet are those that actually get agreement on your top benefits.
Think about this… No one wants to be told anything. Plus, you, the Seller, are not credible merely by association with your profession: sales. After all, you want to sell something. And Buyers are on their guard, because they want to protect themselves from being taken advantage of. Here’s the rule: If the Seller tells the customer something, it’s dubious, but… if the Prospect tells you, the Seller, it must be so!
Open up dialogue.
How do you accomplish this? It’s actually very easy. (Thank goodness!) This subtle change in your approach will get tremendous results. Here’s what you do: use leading questions like…
- “How much would your business grow if you reached the key decision makers in your industry?”
The formula is pretty simple: “How important is it for you to (Fill In The Blank With One of Your Benefits!)” When they answer in the affirmative, you can smile and say something like, “I’ve got great news for you. That’s exactly what you get with us.”Now they are ready to talk turkey!
Here’s to successful, stress-free sales™,
Jenae Rubin Jenae Rubin is the president of Sales Powerhouse – Overcome Overcoming Objections. For consulting and sales training, you may reach Jenae at : Jenae@SalesPowerhouse.com or +1 954-290-9896. Copyright 2012 Sales Powerhouse, Inc. This article may be reproduced with credit, links and copyright intact.