So you want to sell? Or you want to sell more? Well I guess it’s no secret. How you succeed will very much depend on how you ask questions. Depending on how you ask them you will get very different information. The key lies in how the customer can choose to answer to your question. Unfortunately the most used questions in the sales situation many times gives little information.
The best sell relates to the need. Therefore you have to find that. And the best way to do so is to ask questions. But don’t wear the customer out with questions that don’t lead anywhere.
“Knowledge is power.”
– Francis Bacon
If you want to get the most out of your questions you should learn to always start your questions with i.e. ‘How’, ‘Why’ or ‘Where’. If you do so the customer can’t answer with a simple ‘Yes’ or ‘No’ and you will get lots of information to work with. This is called using open questions in opposite to closed. Also by asking questions this way you will make sure not to end up a crocodile but rather an elephant. An example of a closed question would be: ‘Can I help you?’. While an example of an open question would be ‘How can I help you?’ or ‘What can I help you with?’
Here’s todays task for you:
- Try to during a week actively (at least) think about how you ask questions and the reflect over the difference when you ask questions that can be answered with a ‘Yes’ or ‘No’ compare to a question that can’t.
Questions give us a lot of information if asked in the right way. The difference can be to sell or not to sell. In the beginning you might find it hard but hang in there. You have to make it a reflex. And the only way to do so is to practice. And practice again. So you have to put your heart to it. And by doing so you will actually get closer to the customers heart too. And that – is ‘Heartful sales’.