subject: Closing Sales - Probing Without Asking Questions [print this page] Here is article nine of our 20-article series on Becoming an All-Star Sales Person by closing sales faster and easier. We will continue today with our discussion on probing.
Previously, we stated that there are four different ways to ask questions. These are: open ended, closed-ended, I'm wondering and the question mark question. In this article, we will talk more about "I'm wondering".
I'm wondering can be used for either an unlimited response as in an open-ended question or to get a brief direct response as in a closed-ended question.
"I'm wondering" is actually a statement but it is perceived as a question. For example, if you want to get an unlimited response, you might ask, "I'm wondering what your thoughts are about the new healthcare laws that are being considered?" On the other hand, you can use I'm wondering for a limited, more direct response, you could say, "I'm wondering if you've thought about the new healthcare laws that are being considered?" This will lead you to receive either a "yes" or a "no" for a response.
Of course, you don't want your prospect to feel as if you are asking one question after another. So using "I'm wondering" instead of asking open or closed-ended questions will get you answers without seeming to be asking questions. It is also an effective way to develop more interesting conversations.
What you've just done, you've learned to use another tool for questioning your prospects to get the kind of answers you want to receive. Use this principle professionally or personally and have better conversations with everyone you know.
If you find this article useful and would like to read the rest of our 20 article series about becoming a great sales person, just go to my blog www.stanleyfidel.com/blog. You will find the entire series there.
I have also created 20 videos on the subject of closing sales. If you go to www.stanleyfidel.com/free you'll get a link to the rest of the entire series. It's absolutely free. Goodbye and good selling.
