Unfortunately, people can often feel uncomfortable asking questions to people they’ve just met. They’re afraid that they might come off as pushy or nosey or make the other person uneasy. But asking the right questions can mean the difference between sales success and failure.
So what’s the secret to asking better questions?
The secret is to be genuinely curious and ask “them-focused” questions.
For instance, how much do you really know about a new prospect and what they do? What do they find exciting? What would they like to have more of? What would they like to be better at? What could be different if they took a new approach?
Albert Einstein once said, “I have no special talents. I am only passionately curious.” Sales people who take a curious approach will likely get more insight into a client or prospect’s needs.
Asking questions not only keeps prospects engaged, it allows you to be part the conversation and learn something new. The information you get will likely lead to discoveries, understanding, and solutions.”
It’s important to remember that people don’t like to be sold, yet they like to buy. Your job, as a salesperson, is to promote progress and possibilities. Questions that get a client or prospect thinking out loud about their needs and possible solutions will also enable them to discover better answers make the decision on their own to buy from us.
We absolutely do not have to sell them on anything.
In addition, questions can clarify expectations and get everyone on the same page. Many times, even if you think you fully understood your prospect, there is a good chance you might have missed something. Resolve this problem by repeating back to the person what you think they said.
I have always believed the saying “No one cares how much you know until they know how much you care.” Show them you care by staying “them” focused and asking better questions.
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