ASKING THE RIGHT QUESTIONS THE RIGHT WAY IS ESSENTIAL
Asking the right questions in the right way is still as important to the presentation today as it was 20, 30 or 40 years ago. The secret is to ask.
As a salesperson you will need to have a prepared and rehearsed product presentation. Have a prepared and rehearsed response to common objections. And have a prepared and rehearsed way to ask for the order. It’s called being a salesperson, and it’s what sets you apart from the run-of-the-mill average seller that just wings it under prepared.
Another thing you will have to do is to ask provocative open-ended questions during a sales presentation. This makes you look and sound professional. It shows your interest and curiosity in the prospect.
The bonus here is you end up learning more about your prospect which in turn positions you more favorably in the prospects eyes and heightens your chance of closing the sale.
And here too you need to learn to ask different questions. Start by asking questions that don’t include “Ahs” and “Ums.” It’s something that’s almost impossible to do when your questions aren’t prepared prior to the sales call.
A clear indication what you’re asking isn’t a very good question, is when you ask a question and the prospect responds with, “What do you mean?” The whole concept of asking fabulous open-ended questions is what good selling is all about. The better the question, the better the response will be.
Peter Collins
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