One of the greatest obstacles to sales is engaging your prospective buyer. For many years I was a reluctant sales person but quickly figured out: No sales. No business! The words you use with a prospect make a big difference. So, what do you ask to clarify if your product and service is what your prospect wants? Ask killer sales questions that get results In a recent Know-How Now! webinar, Australian Businesswomen’s Network Advisory Board Member Leanne Griffiths suggested these killer, open ended, questions. (Leanne describes the search to find what it is that is really important to your prospect that your product/service will help them have/achieve/experience as ‘Digging for Gold’.) Killer questions begin with:
- What…
- How…
- Why…
- What exactly did you mean by…
Each of these (and you can probably think of more) opens up the conversation and allows you to learn more about the buyer. Other examples (that are not questions) include:
- Tell me about…
- Explain to me…
- Give me an example of…
- I’d like to understand more about when you said… or…
I have tried these questions/statements and they have effectively provided me with a better understanding of the other person and a better relationship with them. What’s important to me about a sales situation is ‘real’ conversations, openness and honesty and value in an exchange of time and energy, whether it results in a sale or not. Try using one of these today and let me know what happens.
