Sales Techniques: Are You Asking the Right Questions?

The right questions probably aren't the questions your using now. Do you and your prospects feel uncomfortable with the questions you're asking? When you ask a question and your prospect stutters and stammers around almost squirming in their chair you have a clear signal that you've asked a poor question. When you ask a good question the prospect will often comment, "that's a great question". The prospect will engage and actively think about the question before thoughtfully responding. They will not only answer the question, they'll tell you a little more.

When your questions get that kind of a reaction you know you have a good question. But you may not understand why it was a good question. It's a good question when: it demonstrates you understand the prospect and what they want, it hits a nerve with something they really want and are frustrated about because they aren't sure how to get it themselves, it helps them to envision a future they want, it helps them to clarify what's keeping them from having it now, it helps them to explore how not having whatever it is they want is impacting their life, and it helps them to articulate the real value of what they want.

There isn't one question you can ask that will do all that. But there is one question that can get the prospect to engage and open up to you allowing you to ask a cascade of questions. To continue the conversation each question must make logical sense and follow with what the prospect just told you.

Your competition is asking questions that are part of a canned presentation, that feel awkward, and put the prospect on the defensive. The fact that you know how to ask great questions that help your prospect to feel very comfortable with you sets you apart from the rest. Sales coaching can help you to learn how to hold great conversations that turn into sales naturally.

You must combine intent listening with the right questions. Failure to listen to a prospects response to your questions will result in a "no sale". It's disrespectful and it makes the prospect feel like they're being sold.

As a rule, people hate to be sold. Even when the item being sold is something you really want you naturally have a very negative reaction when you think you're being sold. People love to buy to satisfy their wants. When you gain the trust of your prospects they will buy from you and they will buy with enthusiasm and conviction.

The easiest way to garner trust is to ask great questions and listen. In reality it just doesn't get any easier than this. Yet most sales people completely blow it because they think they have to use and follow a presentation that disrespects the prospect and their interests, and they talk way too much.

Author: Cheryl A. Clausen can help you get where you want to be. Improve your Sales Techniques get her free ecourse. Jump start your sales today through Sales Coaching, check this out.

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Sales Techniques: Are You Asking the Right Questions?
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