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3 Fact Finding Questions to Convert Your Sales Prospects into Customers

Written by: Leanne Hoagland-Smith

Article Overview: How successful are you in converting your sales prospects into customers? These 3 quick fact finding questions may help you increase sales.

3 Fact Finding Questions to Convert Your Sales Prospects into Customers

Even though only 80% of all sales are earned between the 5th and 12th contact, each meeting should move you closer to earning the sales. Sales Coaching Tip: Start using the word earn instead of close because to close means to shut off. Unless you think of your potential customer (a.k.a. sales prospect) as an object of your desire or even your prey does it not make more sense to think of that person as a real live breathing individual with needs and wants much like you?

So when the opportunity finally presents itself and you now have permission to make your sales pitch, what do you say? Do you quickly infect your potential client with what I call the 3-Ps Virus of Price, Produce or Proposal? How has then been working for you? Possibly these three quick tips may help you begin to increase sales while building loyal customers.

Quick Question #1

Have you considered simply asking her or him what needs to be achieved? What is the most pressing business goal? Many professional sales persons ignore this basic question because the focus of the question is on the needs of the prospect from her or his perspective and not the needs of the sales professional. Sales Coaching Tip: If you are not actively using this question, this may suggest you are engaged in product based marketing instead of education based marketing.

Quick Question #2

Next question is to further emotionalize the first question by asking: Why is it important to achieve what you want or this goal? People truly buy on emotions then justify that purchased based upon logic. As you actively listen to the responses, invest the time to secure both the wins and the losses. Research suggests people achieve goals more so to avoid the potential losses or consequences than to achieve the wins or rewards.

Quick Question #3

The third question is connecting the goal to the emotions to the measurable outcomes by inquiring: If you are successful in achieving what you want because you will realize (list the wins) and avoid (list the losses), then how will you measure the results? This third question can further help you identify the right solution for this potential customer. Sales Coaching Tip: By listing the wins and the losses, you have demonstrated you are actively listening and truly concerned about the challenges your sales prospect is facing. Listening for retention is critical within all three questions.

Many times after the questions have been asked the potential client will seek an immediate solution. Regardless if you are engaged in products or services, this may prove to be a sales misstep. Unless the customer demands a price and some customers will, asking to come back after you have had time to review the facts is not unrealistic question.

By using these three quick fact finding questions can help to turn your sales prospect into loyal customers. With only 2% of all sales being earned in the first contact, this is not the time to rush the sales process to increase sales.

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Article Tags: business goal, consequences, emotions, logic, losses, loyal customers, marketing, nbsp, object of your desire, perspective, pressing business, prey, professional sales, proposal, rewards, sales coaching, sales pitch, sales prospect, using the word, virus



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