The Questions are The Answers
In many of our emails we’ve expressed how important it is to build
In many of our emails we’ve expressed how important it is to build rapport before the sale and there’s no better way to do this than asking personal open-ended questions, then following up with questions of their answers. Remember, “ Your customers will only buy from you if they like you and trust you" and there’s no better way to establish the latter than developing a personal relationship with the customer.
Questions are so important that one of the early pillars of sales training, J. Douglas Edwards, devoted a complete training seminar on “The Questions are the Answers”.
Questions are paramount for building rapport in the beginning, but can they be used to continue through to the sale? The answer is YES! There are well over 30 closing techniques outlined by sales pros like Mike Brooks (Mr. Inside Sales) and the Question Close is one of them!
This works very well since effective salespeople focus on closing a sale as soon as the conversation with a prospect begins. First to build rapport, then to move them through the sale of the product or service.
Through a series of questions, they develop desire in the client and step-by-step eliminate every objection to purchase. Each closing question checks for outstanding objections, gains commitment and moves them closer to the sale.
For example: “In your opinion, does our product offering solve your problem?”
The question allows you to discover whether the prospect is sold on your product while keeping the door open for further selling. If the answer is ‘no’ you know that you have more work to do to get past this objection. If the answer is ‘yes,’ then signing on the dotted line is the next step.
The next step is: “Let’s get you started!"
Always be assumptive in your questions to make sure you customer feels your confidence in your product or service.
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