Would you trust a physician who prescribed medication without asking you any questions? How would you feel about a physiotherapist who started bending your limbs without enquiring about the purpose of your visit? Then why do some salespeople think it is their job to tell you all the wonderful features of their products without asking any questions? If questions close sales, then you should consider what questions to ask.
Questions Close Sales
Following are eight types of valuable questions to ask.
What does the customer need?
What’s the problem they are trying to solve, and what is missing? If there is a gap between what they have and what they need, how big is it?
What do they want?
Is there a difference between what they need and what they want because it helps to know do they want it and is that important to them?
Do they have a budget?
How much are they willing to spend because you need to know if they afford what you are selling. Will money be an issue?
When do they need it?
Immediately or are they planning for the future? Is it an emergency?
Do they have the authority to make a buying decision?
“In addition to yourself, is there anyone else who would be involved in making a final decision on your purchase?”
What is their decision-making process?
Do they need to take it to committee? Are three quotes required to make a decision? Do they need references or to speak to existing customers?
What are their decision-making criteria?
What are their priorities? Is brand or reputation important, then how do they impact results? How will they determine which is most valuable to them?
What is their dominant buying motive – the most important emotional reason for them to buy?
Is it status or prestige or maybe keeping up with the neighbours? Then, do you want to be perceived as smarter or more creative, more frugal, or more environmentally responsible? What is the image they are trying to project since they have a mental picture about owning your product? Fun times with family or maybe more time for hobbies, or perhaps the admiration of an in-law? The pride of their parents or maybe a new promotion?
Were you aware that asking questions helps you to maintain control of the interview without seeming to be in control? Can you imagine how much better your recommendation or proposal will be, once you have the answers to these eight questions.
If you’re not asking these questions now, what’s holding you back?