A good sales conversation is almost all about asking high-yielding, open-ended questions. Why, you may ask?
Building rapport is accomplished by asking questions and finding common ground.
Establishing a verbal contract means asking three more questions.
To determine what the other person wants and needs requires LOTS of questions. I suggest you develop at least 20 good ones.
The solution, or value statement, is a direct response to the answers to the questions you ask.
Asking for the sale involves at least two more questions.
One of the steps in answering objections is to ask a question.
Continued communication after the sale and gaining referrals requires more questions.
Here are good 5 reasons to ask high-yielding, open-ended questions:
• People would rather talk than listen to you talk.
• Your prospective clients know exactly what they want and need, and you don’t.
• The person asking the questions controls the direction of the conversation.
• Questions can help the other person discover reasons to buy, of which they were previously unaware.
• If you “show up and throw up” instead of asking questions, the probability that your prospect will buy from you is greatly reduced.
So “Ask and you shall receive, seek and you shall find, knock and it shall be opened to you.” Matthew 7:7
And listen closely to the answers! Your prospects will tell you exactly what their motivation is to buy your product or service.
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