Salespeople are inundated with many smart tricks and tips to take on board; the spoilt for choice seems to bewilder them. However, one such scheme needs to be perfected no matter how advanced our sales enforcement becomes—the effective questioning skills. Asking questions is critical to high sales performance. With the right set of questions, salespeople can unearth the buyer's deepest secrets and desires that may help them to ease their decision-making process.
Establish their origin story
When you discover your prospective client is eager to learn about your product or service, it gives you a chance to peek at their intentions. Perhaps they are willing to make shifts in their service or product, or they are looking for an affordable solution, or maybe your service or product could be the talk of the town; whatever the case, you're sure to learn a lot by probing them further to identify the needle in the haystack.
Be Curious as a bee.
Business executives often jump at the opportunity to pitch their product, but if they can hold their reins a little longer and curb their curiosity. They can discover where the actual pain point is. Without asking more questions, you may address the wrong issue; it is vital to wait till the last question is asked. It is like a key that will open the doors of your fragile hopes.
Discover the root cause
While probing your client, you may have noticed they have a never-ending list of problems rolling down on the floor. You may think this is a fantastic opportunity, but digging deeper, you may unfurl the main problem creating the domino effect.
Ask smart questions
Now you must be wondering how to identify the root cause? The answer lies in asking smart questions. The ability to ask smart questions will help you to understand their point of view and circumstances and the context of the issues they face. However, these insights are difficult to bring forth unless given a thought to them.
Ask Open-ended questions
Are you bothered about how to ask smart questions? Apply the power of open-ended questions. Rephrase your close-ended questions by giving them a more thoughtful approach. Instead of asking, Do you think you need to improve your account management system? Ask What about your current account management system do you think needs any improvements?. The answer may not be readily available to you, but with a series of questions, you can tailor your pitch to match the information you find from these questions, and it is worth a fortune.
Coach the decision
Gone are the days when sales professionals would coax clients into buying their product or service; nowadays, it's a more pragmatic approach. And it is one of the best methods suggested to coach their decision to make the purchase instead of convincing the other customer to buy your product or services.
Elevate conversation to a business level
Open questioning or insightful information doesn't necessarily make your conversation supercharged. But when you uplift your discussion to a business level is where the actual value-based selling comes. By elevating your conversation, you tie your solution to the business results for the company rather than just a simple problem-solution approach.
Whoever said "selling is as easy as pie" would be lying because selling is a mixture of potholes laced with apprehensions and anxiety at every turn; therefore, a plan of action in advance will reduce friction down the road.
Refer buyer’s perspective
Every potential buyer has a specific opinion and perspective about their business. Your job as a salesperson is to probe questions that challenge those views and offer a better perspective.
As an astute sales professional, you're probably already asking effective probing questions and not even realizing it. However, leveraging the power of probing questions with consistency and intention will improve your conversion rate and further cement the relationship between you and your prospective clients.
With a simple approach, you can refine your current sales process to collect more complete and in-depth information from your prospects.
And don’t forget ChalkWalk will render full support to scale it more effectively. After all, once you see the positive result you get by implementing probing questions with one lead, you want to repeat it.