Many sales professionals struggle when it comes to connecting with a customer and closing a sale. One of the most common reasons for this is that they rush in to make the sale and don’t take the time to listen to what their customer has to say!
A question combined with effective listening is the key to connecting with the customer and making strides to close a sale. A question with purpose invites the customer into the center of a conversation, and their response can guide you to a successful sale! Every question must be relevant within the scope of conversation. Here are a few suggestions as to how you can include questions in your sales presentation:
A person is more likely to listen when you ask them a question,rather than when you tell them something. To do this, you must invite them into the conversation with a question that is open-ended and not leading or presumptive.
Example: I’d like to hear more about these ___________ that you have noticed?
When you ask a question, it is important to wait for the answer and not provide the answer. A question needs to invite a response that not only leads your customer to a conclusion, but also allows you – through fully listening to their response – to know how you should respond and proceed in your presentation.
Example: What concerns you the most about ___________?
A question must be sincere in the asking. Every question must be relevant to the subject at hand and clearly show that it is being asked because you have interest in what the customer has to say.
Example: What additional concerns and questions do you have about _________?
By asking questions with purpose, you will have a more educated understanding as to what you need to say, and be able to provide excellent care to the customer. An engaged and satisfied customer is the catalyst for your success, and your integrity as a leader in your industry will touch every customer that comes your way!
