When I first entered sales, I asked my father for some sales advice and what the best selling technique was to be successful.
He replied, “The two most important parts of the sales process are your ability to:
- Ask The Right Questions!
- Shut-up and Listen To The Client!”
Asking the right questions is the number one sales technique that you can use and it makes all the difference in the world. Your ability to provide your clients with the right solution to their problems is the key to your sales success. And to find the right solution, you need to ask the right questions. When you ask the right questions, your client will tell you exactly what you need to do to make the sale.
Unfortunately, when I talk to a struggling agent or advisor, I find they are making the mistake of telling their clients about the features and benefits of their products before they understand what the client is looking for. Your clients buy for their own reasons, and you won’t learn what those reasons are, unless you first ask questions and listen to them.
A successful sales call should be about 30% asking questions and talking, and roughly 70% listening. Remember, you have two ears and one mouth. That means you listen twice as much as you speak.
Why is it important to learn how to structure your sales questions:
You use questions to gain or maintain control during the sales call. If you use questions properly, you can lead your clients to where you want them to go. The proper use of questions also helps you to isolate areas of interest. Ask the right sales questions to help you find the right solution.
By asking questions, you will find out what the prospect is interested in. If you know what they are interested in or need. You can then provide the solution they are looking for and better position them to buy.
You use questions in sales to help acknowledge a fact. When you state a fact in the form of a question, and the response is positive, you have an agreement.
Use sales questions to receive minor agreements. Selling is the sum total of a series of yeses, that lead to the final decision to own or use your service. A minor agreement will also define the area(s) in which they have the most interest. Not everyone buys your products or services for the same reasons. By asking questions, you will find out why they will want what you have to offer.
Use sales questions to arouse and control emotions. Emotions are the thinking that you must arouse in the prospect. If they can’t get excited about what you have to offer, they will not buy. They have to feel that they must own the product.
Use sales questions to isolate objections. You must isolate their objections to understand the real stumbling blocks to the sale. A skilled salesperson knows the prospect will have objections to buying their product or service. But, they also know that most objections are just a reaction and not real. You need to find the objections that are important to the buying decision and focus on what is most important to the prospect. To do that, you have to use questions.
You don’t answer objections by telling. You answer objections by asking questions. The key to handling objections is best done when you ask the right questions that allow the prospect to positively answer their own objection.
The truly amazing part is that if you want to take his sales advice, learning to ask the right questions is one of the easiest skills you can learn and master, to immediately increase your sales and income.
Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill to make this business really fun and easy!
Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!