Much of the training that salespeople undergo focuses mainly on what he or she should say to potential customers. What is more important, however, is that they learn what they should ask.
The sales conversation with any potential customer needs to be 80% listening and 20% talking. If the salesperson asks the right questions, then he/she will learn about the real needs of the person to whom they are trying to sell.
Once a question is asked, the salesperson needs to listen to the response. Then, they need to reaffirm what the customer said to show that they understand what the need is and offer a solution.
It is important to know the right questions to ask. A great salesperson knows that the right questions can make the difference between securing a sale and losing the customer to someone else.
Here are the types of questions that need to be asked in order to win more sales:
Questions That Discover Needs
A salesperson should not ask closed questions- questions that result in just a yes or no answer.
Open questions will give them more information. These questions start with Who, What, Where, When, Why. The needs-based questions make it easier to discover what the customer is looking for and how the business can meet those needs.
Some samples of good discovery questions:
- Who do you currently use?
- What do you like about the product/service you have now?
- What is not working for you?
- Who will be using this product?
Questions That Invite The Customer To Know More
Once the salesperson knows what the needs of the customer are, it is time to ask the customer if they are ready to learn more about the product and how it can help.
An example of how this can be asked is: From what you said, I believe that [product] could be just what you need. Would you like me to give you some more information?
Questions That Are Leading
This is where the salesperson leads the potential customer into a positive response to his/her offer. Does it sound like [product] is the solution for you?
Questions That Ask For The Sale
These are closing questions. The salesperson must always ask for the sale before leaving a sales meeting or ending a call. I really feel like this is going to be a great solution for you. What is the best way to get this order started for you? I can get your order started now or I can send you an email this afternoon. What is going to be better for you?
It is always important to ask for the sale and to ask it in a way that lets the customer feel that they have some control in the sale by asking their input.
When a salesperson knows the right questions to ask a potential customer,and when, then it keeps them from looking pushy. Instead, he/she looks like someone who can offer solutions.