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Dramatically Increase Sales: Stop the Talk, Learn How to Begin to Ask the Right Questions

Written by: Leanne Hoagland-Smith

Article Overview: To quote a dear friend, sales coach and colleague, if you are telling you ain’t selling. Of course a lot of sales professionals profess to know the right questions to ask, but do they?

Dramatically Increase Sales: Stop the Talk, Learn How to Begin to Ask the Right Questions

To quote a dear friend, sales coach and colleague, "if you are telling you ain’t selling." Of course a lot of sales professionals profess to know the right questions to ask, but do they?

In reading another book on the what type of selling questions to ask, I was reminded that when questions are authentic and have been asked with permission, you can quickly realize your sales goals and actually work less. Of course, this means you leave your ego at the door.

Being humble is an integral part of not talking. For when we talk, the focus is on us while when we actively listen the focus is on the other person. Does it not make more sense to invest your time in actively listening?

Asking the right questions starts way before the first meeting. Through your marketing research, you have accumulated important data from current trends to future trends. Your knowledge of the marketplace is extensive and demonstrate your expertise. This demonstration allows you to showcase your value through your spoken or written words.

Most questions have a response. Keeping track of those responses helps to increase sales. By understanding what responses will not lead you close to a sales and conversely what responses will get you closer is call knowledge. Sales Coaching Tip: Wisdom is learning from the mistakes of others (David Herdlinger).

In being able to ask the right questions, you have a full working knowledge of the communication process. You know about NLP, body language and what words generate an intellectual response to those words that create empathy.

Additionally, your own personal self-leadership through your ethics and values is always present. Your behaviors continue to showcase that you are indeed an authentic person who conveys trust as well as a caring attitude.

The right questions for each potential customer will be different however the guiding principles will be the same as just explained.

• Be authentic
• Know your market
• Track the responses to your questions
• Execute the communication process flawlessly
• Demonstrate self leadership through ethics and values

By investing the time in these five foundational building blocks, you will no longer be talking and the questions you ask will quickly demonstrate your value.

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Article Tags: asking the right questions, body language, colleague, communication process, current trends, dear friend, demonstration, ego, empathy, ethics, first meeting, future trends, intellectual response, marketing research, nbsp, sales goals, sales professionals, self leadership, showcase, working knowledge



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