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.
Examples of these type of questions are:
Rapport Building Questions
How long have you been with the company?
How do you spend your days off?
What are you finding most challenging right now?
How is this problem affecting you?
Have you tried to solve this problem in the past?
Are you evaluating other similar solutions?
Have you set aside a budget for this?
What are you expecting to invest in the solution?
Who else needs to be involved in making this decision?
Who else needs to approve this decision?
What kind of deadline are we working with?
What timeframe are we looking at?
What are your thoughts so far?
Do you have any concerns so far?
Here are 7 additional tips:
Ask open ended questions
Don’t lead or prompt your prospects response
Assume nothing, question everything
Do not interrupt
Write down key intelligence to use as part of your solution
Add value to your solution that is relevant to your prospect
By focusing on strategic questions that gather intelligence, you are not just selling, but solving. Your prospect will appreciate the opportunity to be heard and understood. They will feel more comfortable in having a trusted solutions partner who is interested in their current problems and requirements. Making the difficult buying decision, easy!
Author: Emmanuel Lardis
Logicus Training Solutions – “Daring to be Different” (www.logicustraining.com.au)
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