The Top 5 Sales Questions
Published on Dec 01, 2015
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The Top 5 Sales Questions
How to Find Out What Your Client Wants
If you’re a sales professional, there are five questions that will let you know exactly what your customer wants, what they don’t want, and how to propose and position what it is you have to offer.
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How are you going to position anything if you don’t know the things that’s important to the prospect?
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Write down what they say because the words the prospect uses are the words that have a resonance for them.
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Here what we’re trying to find out is one of the important motivations for them.
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Is the person trying to achieve or gain something from the product/service, or are they trying to prevent or solve a problem?
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This gives you an indication of how to speak to your prospect.
Either you show them what they’ll gain, this will enable you to look more successful with your prospect, or what they’re trying to avoid. This way you won’t look like you’re unsuccessful with your prospect.
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Top 5 sales questions
- Question #4 – How Will You Know if You’ve Made The Right Decision?
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With this question you’re trying to find out does the person decide for themselves, by their own criteria and their own judgments (internal)...
...or do they decide based on outside criteria or outside influences (external).
This gives you more information about what’s going to help that person decide or buy.
Top 5 Sales questions
- Question #5 – Why Did You Choose To Look For This Product/Service Now?
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The question, “Why did you choose..?” is going to give you two kinds of answers.
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1. If the person gives you a list of reasons you need to talk to them about all of the options that your product/service comes with.
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2. If they don’t tell you why but instead they tell you the story, they’re not so interested in all of the options with the product/service.
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They Want to KNow
- How does it work
- What do they have to do to buy it
- What are the steps in the buying process?
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