Someone asks you a question. Think about it. Someone is trusting you to help them when they are in need. They are designating you as an authority. When you put a question out to a prospect it makes the prospect feel like they are in charge of the interview, that they are pointing out the direction the interview will be going in. Answering your question gives the prospect a feeling of control and importance, and you can use these questions to find out needs that are so vital to make the sale.
!- Ask questions to gain information and facts. It's a starting point. If you don't find out what you need to know you will not be able to go where you need to go to get the sale.
2- Asking questions of the prospect gives the the prospect a feeling of helping, and people love to help other people. The prospect feels they are contributing to the decisions being made due to their input. This is important because it gives the customer the feeling that they are working with you as a team. This should not be overlooked psychologically.
3- Asking questions of the customer gives him a feeling of importance. They are not just sitting there being inundated with words. The answers they give to your questions shows them that they are an important factor in solving a problem and they realize this.
4- Asking questions of the prospect builds up their self esteem. Your customers are aware that they are part of the problem solving process. That they are a direct contributor to whatever it is that needs fixing.
When you ask questions or are asked a question an assumption is made that the person being asked is an authority, or at the very minimum will provide a source of help and relief. This makes anyone feel good and important.
Think it over if someone asks you a question it gives you a feeling of importance, it gives you a feeling of being helpful. Like everything else in sales there is a technique to questioning. Don't let your questioning process appear like you are conducting an interrogation. Make the questions appear as if they are a a natural part of the conversation.
Questions are used to gain information and direct the interview. Questions also create a bond between you and the prospect if they are asked in the right way and with an easy going manner.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales Blogs offering sales tips
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