Want To Learn How to Sell? All You Have To Do Is Ask!

Have you ever been in a sales situation when you just couldn’t seem to get through to your prospect? Couldn’t figure out what your prospect was really after? Didn’t know what to say or do to demonstrate that you had the solution they needed? Couldn’t tell for sure whether your prospect was ready to move forward or not?

Here’s some great news. The answer to these challenges is really quite simple. It comes down to asking the right questions! Will better questioning make a difference in your conversion rate? ABSOLUTELY! Asking questions means active listening. You begin by asking questions about your customer’s kids or hobbies and then proceed to work and business. Make sure that you’re listening with sincere interest. It may even be helpful to note down some of the answers – such as the names of their kids – for future communication. By asking questions and listening, you are building rapport and attaching importance to their views and opinions in the conversation. Most importantly, you ensure that the sale becomes their idea and not yours. 

Have you ever answered a question with a question? You probably do this a lot in every-day conversation. But how often do you do it when selling to a customer or prospect? By asking questions you are remaining in control of the conversation. Once you find yourself doing all the talking you are no longer in control. Just remember that the person asking questions sets the direction for the conversation. If the customer is dominating the conversation by asking you questions make sure you answer the question with a question.

Building Rapport and Qualifying

There are two commonly known types of questions – open ended and close ended questions. Open-ended questions are an excellent way to ensure customer involvement in the conversation and are key to identifying not only what they need but a lot about themselves. You can use open-ended questions to build rapport, find a need, discover a customer problem and find the right solution.

In journalism there are six key questions used in the typical interviewing process. These are equally useful in sales – who, what, where, when, why and how.

Well crafted questions can guide customer interest, help you discover their needs and desire, and give you the information you need to solve their problem.

In contrast, close-ended questions tend to get one word answers “yes” or “no.” They should be used to gather information quickly – not unlike a check-list. Close ended questions can also confirm a buying detail and help confirm the sale. By using questions you are encouraging the customer to communicate, you build rapport, identify their needs, direct the conversation, diffuse tension and invite discussion.

Learning the art of questioning and listening is a MAJOR key to increasing your closing ratio and establishing great customer relationships.

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