Ask questions. Ask questions. Ask questions. In case you didn’t get this, ask questions! Asking questions is one of the most powerful keys to successful selling. It really is. So, why should you ask questions?

Ask questions to find out if you can help/serve your potential client. By asking questions, you’ll be able to find out if your solution will help them at this point in time. It may be the right time and then again it may not. You’ll know by asking questions.

Ask questions to qualify. By asking questions you will find out if the person has a problem you can solve and if it is big enough for them to want to solve it now. If the answer is “no” to both questions then there will be no point in progressing with the sales conversation.

Ask questions to find the answers! Often we assume we have the answers. We have all the reasons and answers as to why a potential client should work with us.  Telling someone what is good for them and why is rather presumptuous. So, instead of telling someone why your service is good for them, ask them questions and they will give you their answers.

Ask questions to gather information for your presentation. Assuming people have problems you can solve and they want them solved now, you can eventually present your solution. When presenting, I highly recommend you give a tailored presentation which specifically addresses the problems they have that you can solve. The only way to find out this information is by asking questions.

Ask questions and you will control the direction and the flow of the conversation.  The person asking questions controls the conversation. Conversely, if you just launch into your solution presentation without asking questions, you have immediately lost control, and I assure you that your potential client will not be listening. 

Don’t sell during your sales conversation.  Come from a place of helping a potential client and you will make more sales.

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This entry was posted on Saturday, September 8th, 2007 at 1:19 pm and is filed under Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.