Today’s selling, geared to problem solving, involves the use of skillful questioning to bring out the customer’s needs and desires, to find the real objections, and to lead the prospect into deciding favorable to complete the sale.
Here are eight pointers for asking such questions:
1: QUESTIONS IN THE APPROACH: A question can gain the prospect’s attention and interest. Getting permission to ask questions is a good approach because it makes the prospect feel important. Example: “Mr. Brown, do you mind if I ask you a few questions?”
2: FACT-FINDING QUESTIONS: Questions help qualify the prospect and the need or problem. Example: “Ms. Stevenson, what would you say is your most difficult or pressing problem?”
3: QUESTIONS TO GET THE PROSPECT’S OPINION: Questions get the prospect to discuss a need or problem. Here’s an example of this concept using a third party: “Several managers tell me that the scarcity of floor space is a growing problem. How do you feel about that issue?” Here are examples of using questions after giving a fact: “What is your opinion?” “Did this ever happen to you?”, and “Do you consider this a problem?”
4: QUESTIONS TO KEEP THE PROSPECT TALKING: Questions are a reward for talking. We tend to stop talking when we’re ignored. The salesperson rewards the prospect after a question is asked by: (1) praising him or her for the action taken; (2) offering approval for right answers and ignoring wrong ones; (3) repeating the prospect’s statement or key words; (4) nodding the head, or giving some other form of approval.
5: QUESTIONS TO CHECK THE PROSPECT’S REACTION: You need to know if your proposal is getting through. Does the prospect understand? Is her attention lagging? Does he agree? Ask such questions as: “How does that sound to you?”; “Has this ever happened to you?” or “Do you think this would work for you?”
6: QUESTIONS TO PROBE DEEPER: Questions help you uncover your prospect’s true motives or objections. Examples: “Why do you say that?”; “In what way? “What do you think causes that?”; “Do you have any other reasons?”
7: QUESTIONS TO CONFIRM UNDERSTANDING: Questions to clarify understanding usually precede or follow a restatement of the main points. Here are some examples: “Let me see if I understand”; “Do I have the right idea?” and “Do we agree?”
8: QUESTIONS THAT LEAD TO A CLOSE: A simple question is frequently all that is
necessary to get the conversation pointed toward a close. Example: “Is there any reason why I should not write up the order now?” If the prospect says “Yes”, he or she will give reasons for not buying, and the salesperson then has the chance to clear them up. If the prospect says “No”, the sale is made. Blogging from Your Wix Blog Dashboard
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