Its All in the Questions

Contrary to many of the books on how to be an effective salesperson, selling in today's market place is just the same as yesterday's. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale.

So what separates successful sales personnel from not so successful? The answer to this question lies in the ability to ask questions that help the potential buyers better understand their needs while demonstrating the value you bring by asking good questions. Remember, being a good salesperson begins by focusing on the needs of the prospect and not your needs.

Good questions don't need to be hard. Simplicity is sometimes the better route to take. Simple questions allow the prospect better comprehension and provide opportunities for them to share even more information.

For example, the word "and" can be used as a question after a particular experience has been shared to keep your prospect talking. "And?"

Continuing to listen to the prospect will allow you to ask, "What happened next?" As the dialogue continues, you build a relationship through active listening while discovering additional needs or as some say "pain."

Another question "Could you please tell me more about that?" allows further exploration into the current need. Again, you are demonstrating real concern about your prospect.

As the conversation continues, the prospect may share some other solutions that may or may not have worked. At this time, you may wish to ask "Specifically, how many?" Upon hearing the response, two follow-up questions that achieve great results are "And how did that work for you?" and "How did that make you feel?"

Additional questions might be "What other result or results were you expecting?" and "How can you be sure of that?" Finally, before you end your meeting, a final question of "Is there anything else?" might prove beneficial.

Good salespeople understand that no one likes to be sold, but everyone likes to buy. Your ability to ask questions that create an emotional desire to buy will help you reach that next level of sales success.

Leanne Hoagland-Smith, M.S. President of ADVANCED SYSTEMS, is the Process Specialist. With over 25 years of business and education experience, she builds peace and abundance by connecting the 3P's of Passion, Purpose and Performance through process improvement. Her ROI driven process solutions affect sustainable change in 4 key areas: financials, leadership, relationships and growth & innovation with a variety of industries. She aligns the strategies, systems and people to develop loyal internal customers that lead to external customers. As co-author of M.A.G.I.C.A.L. Potential:Living an Amazing Life Beyond Purpose to Achievement due for June 2005 release, Leanne speaks nationally to a variety of audiences. Please call Leanne a call at 219.759.5601 or leanne@processspecialist.com if you are seeking amazing results.

Copyright 2005(c) Leanne Hoagland-Smith, http://www.processspecialist.com

Permission to publish this article, electronically or in print, as long as the bylines are included, with a live link, and the article is not changed in any way (grammatical corrections accepted).

---

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

Probe Before You Sell

When selling a product to a customer, it is very... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

11 Proven Sales Strategies to Help You Close The Deal

There are a number of sales closing strategies that you... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

Increase Your Sales Without Spending Another Cent

Many home business owners lament they don't have enough cash... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

Increase Your Sales With an Incredible Offer

What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More

Stop Selling! for the Million Dollar Contract

During the introduction of the "Stop Selling!" philosophy, we typically... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale.... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Anticipating the Audiences Reaction

Obviously, you can not know all of the things that... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given... Read More

In Sales - Heres News You Can Use

Here's an idea on how to make reading the daily... Read More

In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on... Read More