If during your sales presentations you are hearing your voice more so than your prospect. Then you are probably telling them what they want, without finding out what their key triggers are to make a buying decision.
What you may perceive as value or benefit, your prospect may see as an objection. Therefore talking less and listening more is a key strategy that will not only change the way you deliver your presentation, but the outcome by increasing your ability to close more sales.
Our mouth is what usually gets us into trouble. So make a conscious effort to speak less and little more. To put it into perspective. Let the 80 - 20 rule apply. Let your prospect talk 80% of the time to your 20%, by asking questions and following up at the end with your solution and close.
Why ask Questions?
To qualify your prospect to see if your solution suits their requirement and if they are in a position to buy
It allows us to gather intelligence. It helps us to identify their triggers to buy, which in turn allows you to fine-tune your solution, to suit these triggers.
It establishes a rapport as a solutions partners that is interested in solving rather than selling. It therefore builds a relationship of trust.
It allows you to pre-empt and avoid objections
Allows you to better control the direction of the presentation and the final outcome
There are 7 main types of questions that help your prospect make a buying decision
Rapport Building Questions – These help establish a trusting relationships. These identify their behaviour and personality traits
Need Questions – These identify the problem that your prospect is trying to solve
Uniqueness Questions – These give us information that tell us if the prospect has tried a solution. What was the outcome of that trial, and are they looking elsewhere?
Budget Questions – These qualify your prospect to see if they have the financial ability and desire to solve their concerns
Influence Questions – Are used to confirm the prospects authority as the decision maker. Who can make the final buying decision?
Timeline Questions – These identify the urgency of the solution
Confirmation Questions – These are used to reinforce the solution to the problem. They can also be used to draw out the prospects real objections.