To Get More Business Ask The Right Questions
Have you ever been stuck listening to a sales persons elevator speech and it feels like the elevator ride is lasting way too long
? The worst is when they tell you how much youre going to just love what they are offering and you think, How do they know what I will love? They dont know anything about me! Hopefully, you have not been the guy rattling off that kind of telling-style sales speech. Asking the right questions will always get more business than just telling someone about your service or products.
One reason why it is important to ask questions is to avoid giving someone the opportunity to agree or disagree with what youre saying. For instance if the other person disagrees with the statement that you just made you have just ended the whole conversation. When you ask them a question, instead of agreeing or disagreeing with you, they are thinking, Wow this person is interested in what im saying.
Many times when you ask a great question the other person will say, Thats a great question. But, they are thinking, Wow, they are really smart, and I need to talk to them more. Demonstrating interest in the other person builds the foundation for a future relationship, which sets the stage to get more business.
When youre working with a potential client who is a business owner, the question funnel starts with a general personal question that builds rapport with them, such as, Where did you grow up? Or Where did you go to school? Or, Tell me about your family. Find common ground and demonstrate interest in who they are as a person first.
The next question is specific and about business, like, What is your business? Or, Tell me what is it that you do. And follow up with another request like, Thats really interesting, tell me more about that. Its very important to be very specific in these questions. If someone says that they are a doctor that hasnt really told you anything. There are hundreds of specialty doctors that do many different things. Next, you would ask about their specific challenges so you can come up with a unique solution for their business. Then, you want to take their temperature about how they are feeling about the interaction.
Ask about the specific details in their business that will reveal to you how you can do business together. At this point you need to play dumb and dig deep. Ask questions about who, where, what, when, why, and how. The truth is, you dont know anything about someone else. So youre not really playing dumb. The only time you are actually coming off as dumb is when you assume that you have someone figured out. Remember the guy that tells you how much you will just love something? Does that make you think he must know you really well, or that he doesnt know you at all?
Here are some examples of question starters that you may want to use as you develop your sales process questions and script:
Tell me about your?
So, what is it costing you to?
What kind of solution are you using for?
So, why isnt it working?
Why do you believe that?
What would be the value of us helping you?
Great, so what were going to need to do is
The examples Ive given may not be the perfect questions for you, but these can at least help you create great questions that will work in your selling process in your business. By asking great questions, you will be able to demonstrate that youve been listening. You will be able to deliver something that few others can because very few people know how to ask the right questions. This unique approach will help you consistently close more sales and get more business.
by: Earl Kemper
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