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).

In The News:


pen paper and inkwell


cat break through


Sales Letters - How to Write Them

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

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

You Dont Need Health Insurance!

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

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

Attitude Insurance

Everyone knows the importance of having a positive attitude, especially... Read More

Stop Selling! for the Million Dollar Contract

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

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

Why More Sales Training Comes Before More Marketing Expenditure

In most businesses, when sales are slow or low, the... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to... Read More

Sales Leads: 10 Sure Fire Ways To Unleash An Avalanche Of Sales

If you knew a few sure fire ideas that have... Read More

The Art of Backend Selling

The art of backend sellingThe backend sale can be more... Read More

How To Write A Solution - Savvy Sales Letter to To Get Clients

Too many sales letters are shaped into paper airplanes and... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

Be Yourself

Here's the thing... you still have to make every marketing... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

10 Killer Ways To Multiply Your Sales

Would you like to multiply your web site sales? Or... Read More

Sales As A Positive Experience

No matter what your age or stage in life, some... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing?... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

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

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Equal Chance of Winning The Sale? Bah!

Are you going to win this deal? With just less... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More