Communication skills is at the heart of sales. Every successful sales person will be a great communicator. Part of communication is being able to ask great questions. Questions are important at every stage of the sales process from creating leads, to building rapport and identifying needs, through to handling objections and closing sales. All things we cover in our sales training courses.
So how do we ask the right questions at the right time to be able to guarantee more sales?
Here are 10 things every salesperson can do:
1. Ask Open-Questions:
These are questions that don’t allow for a yes / no answer. They typically start with: Who, What, Why, When and Where. Another great question is “tell me” and whilst this is not strictly and open question it normally gives you a good response – as customers really do like to talk about themselves.
2. Ask Follow-Up Questions:
Dig deeper. Don’t stop at service level. Question such as: “Can you go into more detail”, “what do you mean by that” etc allow for a deeper discussion. It helps you gather more information and also shows you are interested!
3. Mix Up Question Types:
Don’t stick to one type! Use open, closed, follow on questions etc. This keeps the conversation flow and stops it being one dimensional.
4. Prepare Questions in Advance:
Its is always good to be prepared. Do your research on the customer and prepare questions you want to ask them. You don’t need to stick to them, as you will need to go with the flow of the conversation but it is good to be prepared and to show the customer you are.
5. Practice Active Listening:
Asking great questions is one things but you need to listen! Salespeople have a habit of asking question and then not listening. They wait for a gap to be able to ask their next questions! Listen carefully to the answer and let that dictate the flow of the next question and conversation.
6. Pause.
This shows you are thinking about what they have said, it also shows you are listening. Plus, it gives them time to think too. Don’t fire questions at them.
7. Ask One Question at a Time:
If you ask more than one question, they will only answer the last one you asked. When it is most likely the first one you want the answer to. Ask one question and then stop and let them answer.
8. Prioritise Your Questions:
Follow the questioning funnel and start broad and then funnel down.
9. Tone Matters:
Its not just the words we use but how we stay them. Our inflection can change the meaning of what we say, so keep an eye on your tone.
10. Natural Flow:
We have mentioned flow a few times and it is important. Whilst preparation is great we need to be flexible and go with the customer line of conversation.
Applying these easy tips will dramatically increase your changes on having successful sales conversations
Here’s a quick video on 10 powerful questions that guarantee more sales:
If you are interested in communication skills training or sales training please contact Sales Training International on +44 (0) 1704 889325 or email info@salestrainingint.com for more information.
