The life of a sales’ professional is constantly changing. Customers change; products change, even strategies and techniques change. But one thing that never changes is the part where you ask questions, gather information, and build trust and rapport. Terms like needs assessment, interviewing, fact finding, and qualifying all describe this part of the selling process. It does not matter if you are selling in Alabama or in Ontario. There is simplicity in doing it right.
The key is really two-fold; conversation and interaction. If you are listening and communicating, you will quickly understand needs and wants and create the critical environment of trust. Without trust, salespeople fail.
The types of questions you ask are extremely important.
- Either/ Or Questions: These are the easiest of questions for client’s to answer. Giving choices early in the fact finding lets you help with simple decisions; light or dark and tablet or smartphone will assist everyone in moving forward. Always move from general to specific.
- Open-ended Questions: The “who, what, when, where, why and how” just as we learned them in grade school lets the client tell his or her story. Listening is critical. Asking, “Tell me about…”, “Define for me”, and “Help me understand…” will move the conversation into the categories of both buying history and current situation. Normally, in a classic sales scenario, a client has a problem. That problem must be flipped to an opportunity to move forward.
- Closed- ended Questions: In every sale, there is a time for both clarity and focus. You want yes and no answers at times to build understanding.
By being conversational and upbeat, you are probably exceeding the average customer’s expectations. These questions not only really help with problem solving but help with decision making. They are great for automotive, appliance, furniture and real estate professionals among others.
In the 1956 Dale Carnegie classic, Public Speaking, it states that presence and personality are based on practice and delivery, the heart of client interest. Influencing the important people in your business: your clients and customers, just makes sense. It is all about growing sales and process improvement.
Check out How to Sell Like a Pro scheduled in Birmingham on Friday, March 2. Click below to register.
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