Are You Asking the Right Questions to Increase Your Sales?
Are You Asking the Right Questions to Increase Your Sales?
When you ask a good question the prospect will often comment, “that’s a great question”. The prospect will engage and actively think about the question before thoughtfully responding. They will not only answer the question, they’ll tell you a little more.
When your questions get that kind of a reaction you know you have a good question. But you may not understand why it was a good question. It’s a good question when: it demonstrates you understand the prospect and what they want, it hits a nerve with something they really want and are frustrated about because they aren’t sure how to get it themselves, it helps them envision a future they want, it helps them clarify what’s keeping them from having it now, it helps them explore how not having whatever it is they want is impacting their life, and it helps them articulate the real value of what they want.
Obviously you can’t do all that with one question. But one question can get the client to open up and really talk to you allowing you to engage them in a conversation that leads to a cascade of questions. Each question makes logical sense and follows with what the prospect has just told you.
Your great questions will separate you from your competition. As you ask questions and the prospect responds they’ll start to feel very comfortable with you, and they’ll feel like you understand them better than anyone they’ve ever talked to before. Part of the value of sales coaching comes from helping you learn how to hold sales appointments that feel like great conversations and result in increased sales.
Part of the power of the right questions is in how well you listen to what the prospect says. Nothing angers a prospect more or causes them to reject you quicker than when you ask a question that doesn’t have relevance to what they’ve just said. When you do that the prospect feels disrespected, and they feel like they’re being sold.
No one likes to be sold. In fact, people hate to be sold. But everyone loves to buy. And prospects buy with enthusiasm and conviction when what they want can be provided by someone they trust.
The easiest way to garner trust is to ask great questions and listen. In reality it just doesn’t get any easier than this. Yet most sales people completely blow it because they think they have to use and follow a presentation that disrespects the prospect and their interests. Plus they talk way too much.
Are You Asking the Right Questions to Increase Your Sales - To learn more about this author, visit Cheryl A. Clausen's Website.
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The right questions probably aren't the questions you’re using now. Do you and your prospects feel uncomfortable with the questions you're asking? When you ask a question and your prospect stutters and stammers around almost squirming in their chair you have a clear signal you’ve asked a poor question.
When you ask a good question the prospect will often comment, “that’s a great question”. The prospect will engage and actively think about the question before thoughtfully responding. They will not only answer the question, they’ll tell you a little more.
When your questions get that kind of a reaction you know you have a good question. But you may not understand why it was a good question. It’s a good question when: it demonstrates you understand the prospect and what they want, it hits a nerve with something they really want and are frustrated about because they aren’t sure how to get it themselves, it helps them envision a future they want, it helps them clarify what’s keeping them from having it now, it helps them explore how not having whatever it is they want is impacting their life, and it helps them articulate the real value of what they want.
Obviously you can’t do all that with one question. But one question can get the client to open up and really talk to you allowing you to engage them in a conversation that leads to a cascade of questions. Each question makes logical sense and follows with what the prospect has just told you.
Your great questions will separate you from your competition. As you ask questions and the prospect responds they’ll start to feel very comfortable with you, and they’ll feel like you understand them better than anyone they’ve ever talked to before. Part of the value of sales coaching comes from helping you learn how to hold sales appointments that feel like great conversations and result in increased sales.
Part of the power of the right questions is in how well you listen to what the prospect says. Nothing angers a prospect more or causes them to reject you quicker than when you ask a question that doesn’t have relevance to what they’ve just said. When you do that the prospect feels disrespected, and they feel like they’re being sold.
No one likes to be sold. In fact, people hate to be sold. But everyone loves to buy. And prospects buy with enthusiasm and conviction when what they want can be provided by someone they trust.
The easiest way to garner trust is to ask great questions and listen. In reality it just doesn’t get any easier than this. Yet most sales people completely blow it because they think they have to use and follow a presentation that disrespects the prospect and their interests. Plus they talk way too much.
Are You Asking the Right Questions to Increase Your Sales - To learn more about this author, visit Cheryl A. Clausen's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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