Want More Sales? Ask These Questions

While writing about the best questions to ask during the sales process, I did some research online and discovered four very good articles.

Questions Are Key to Sales Success

The question-answer game in sales is vital not only to find, qualify and close deals, but also to offer the best possible solutions to your prospects and customers. The key in asking the right questions is to keep them open-ended.

Statements that begin with “tell me about” or “please describe” work well in allowing the prospect to describe in detail his or her needs with respect to the solutions you provide. Try to limit questions that begin with “are you,” “do you,” “will you,” “would you,” “could you” or “should you,” as they are close-ended in nature and encourage yes or no answers from your prospect.

Source:  http://www.womenentrepreneur.com/2010/04/questions-are-key-to-sales-success.html

Consultative Selling Skill – Asking Open Ended Questions

Consultative selling is all about getting to know your client so that you can find out the best way you can be of service to them. When talking to your customer you want to ask questions to stimulate a natural conversation. Just like a reporter you ask the 5Ws: Who, What, Where, When, Why and How.Think in terms that this is an interview process. This way you will uncover information that will allow you to come back on a sales follow up appointment to prompt them to purchase.

Your initial questions are to establish rapport, trust and respect. If they trust and like you they are more likely to buy. The way to get to know your prospect is to have a dialog where they respond beyond a simple yes or no. You can get to know their needs and wants better if you ask the right questions. These would be fact finding questions. These are fact finding questions. Questions that can’t be answered with a yes or no.

Source:  http://www.howtoconsolidatebusinessdebt.com/blog/consultative-selling-skill-3-asking-open-ended-questions/

Ask the Right Questions to Win New Business

Are you asking the right questions? If not, you may be missing great opportunities for new business. Sales professional Mike Brunel uncovers 11 questions that are rarely asked, but should be part of every first sales call or meeting. Common questions aren’t a bad thing, but there are uncommon questions that can help you dig even deeper to discover what the prospect really needs and wants. Are you surprised by any of these questions or are they are already part of your sales conversations?

“How would you describe that experience?”

What did they like about it?  This is getting inside the first question – get them to be positive about their experience.  You will pick up clues on why they bought.

Source:  http://www.mediasalestoday.com/archives/2676

Active listening is key

Tim Hagen is President of Sales Progress LLC, a sales consulting and performance management firm. He has authored an entire program dedicated to asking, listening, and solving client needs called “The 3 Question Selling System.”

“So, how do we as sales staff get better? First, know your product or service so well that you can listen intently rather than thinking about what you are going to say next. Try to wait at least three seconds before responding, this will demonstrate that you are listening and reflecting on what prospects have shared with you.

“Second, concentrate on just listening. Don’t try to solve the problem before they have presented their issues. By focusing, you may surprise yourself and come up with solutions that you wouldn’t have if you had cut them short. In a sales situation, by cutting prospects’ time short you may be leaving money on the table by not discovering all their needs.

“Third, use open-ended questions to learn as much as you can about a prospect. Ask questions that start with how or why to really get them to elaborate. Once you get them to open up paraphrasing and summarizing what they have said will demonstrate that you are listening to them. Take notes during your interaction; this will force you to listen well and show the prospect that you care enough to write down what they are saying.”

Source:  http://www.seniormarketadvisor.com/Exclusives/2010/4/Pages/Active-listening-is-key-to-sales-success.aspx

Which questions work best for you during the sales process?  Help our readers by sharing your knowledge and experience in the Comment section below.