Asking the right types of questions during the sales process is crucial to producing a high quality sell. The problem with so many sales people is that they ask low quality questions and make pitching their product/service the forefront of their conversation. In this case, they never help find the root of the prospects problem to begin with. Quite frankly, when you listen and ask the right questions, you will learn more about your prospect and put yourself in a better place to help solve a problem and make someone’s life easier. This also helps lay the groundwork for a relationship that strengthens credibility and enforced trust over time.
2 Types of Questions You Probably Aren’t Asking In The Sales Process
Qualifying Questions
Not prospect you run into will be an ideal fit for you and vice-versa. It may be a huge waste of time if you’re trying to sell to someone who just isn’t the right fit for what you are offering. Asking qualifying questions up front can help you identify whether you should move to the next stage of the sales process with the prospect.
Open-Ended Questions
Getting the prospect directly involved in the conversation can allow you to truly expose and understand their needs. Often times, sales people try to sway prospects into answering questions a certain way that reinforces what they are trying to say. Open-ended questions usually start with “who, what, when, where, why, how,” and build conversation. Asking open-ended questions allows the prospect to answer honestly, builds rapport, and instills trust between the prospect and sales person.
We have 2 ears and 1 mouth for a reason! Go forth and keep an open ear, ask good questions, and build better relationships with your prospects!