Main Categories

Other Resources

Pages

OnlineEarnings Article Board » Business » Sales Techniques: Questions Awkward for You?
Welcome Guest

Sales Techniques: Questions Awkward for You?

Author: CherylA.Clausen
Total views: 137
Word Count: 550
View PDF

Add2Netvouz

Maybe you aren't asking the right questions in the right order for the right reason? Asking the right questions is definitely a skill and the best sales people are very adept at it. Most sales people ask the easy questions that don't promote their sales success. Are you asking questions that you could easily already know the answer to? If you are that's a big and annoying mistake. Contrary to popular belief not all people just love talking about themselves, and business owners and upper executives have no patience for educating you.

Another mistake sales people make is asking questions that aren't pertinent to the sales conversation. You think those questions help you to get the other person to open up to you, but in reality they may just be annoying the other person. They didn't give you an appointment so you can waste their time so don't.

Spend very little time on background questions and more of your time on questions that help both you and the prospect to gain clarity about their problem. You should know your solution well enough to know the kinds of problems it will resolve and ask questions that show case your solution. Don't be afraid that the prospect won't want to share the answer to these questions with you because they will.

The reason a sale happens is because the buyer has a perceived problem, and they believe your product or service is a solution to that problem. This is just as true for high end seemingly unnecessary services as it is for commodities. A buyer will purchase a commodity with little if any thought, but they will not purchase an expensive product or service as easily.

That means both you and the prospect must have clarity about the prospects perceived problem. The prospect may have agreed to meet with you because they are just in the beginning stages of gathering information to determine if they really want to make this purchase. Your job is to help them to find out exactly why they want to make that purchase, and why they want to make that purchase now.

Then your questions need to take the prospect beyond the problem mind set and expand on how your solution would benefit them in ways they may not have thought about. As you do that their motivation to complete the sale increases because this sales technique helps them to become emotionally invested in the purchase while also providing the logical reason for doing so now. But you have one more step you have to take in your questioning process.

The final step is to help them to determine how your solution is more valuable than the money you're asking them for in exchange. When they were telling you about how your solution benefited them in ways they hadn't thought about you began uncovering this on. To wrap up the sale though you now need to help them to articulate the value of your solution is less than the money you're asking for. At that point you have a sale because you've both come to the same conclusion at the same time.

About the Author

About the author: Cheryl Clausen can help you get where you want to be. Improve your Sales Techniques, get her free ecourse. Increase your sales today through Sales Coaching, check this out.