In the last post, I wrote of using your questions not only to get your prospect’s attention but to also keep their interest by selling to the gap. I also wrote that your meeting is shaped by the questions that you ask, the order you ask them and how you ask them. As I’ve said before, sales is an away game – it takes place in your prospect’s mind. So, you control the pace of the sale by getting in your prospect’s mind, focusing their attention on the challenges they face, and leading them to a place they want to be. A vital piece of this process is talking like your prospect to increase rapport. Continue reading
In the last post, we looked at a process using questions to identify and build a sales opportunity, selling to the gap.
In addition to building the opportunity, your questions shape your prospect’s mindset and perceptions to achieve persuasive influence.
The questions you ask are important. But so is how you ask your questions, when you ask them, as well as how you order them. In creating your questions, you need to be cognizant of all of these factors. You want to leverage them to create a favorable environment in your prospect’s mind, conducive to moving the sale forward. Continue reading
In the last post, we explored the potential of enhancing your evaluation process by asking sales questions. In this post, we’ll take a deeper dive into using the questioning process to build increased interest in your prospects.
Previously, we used a river as an analogy to develop a questioning model. In this river analogy, one bank represented the prospect’s current situation. The opposite bank represented the desired situation. And the river represented the gap that the prospect must bridge in moving from the current situation to the desired situation. Continue reading
Guiding the Evaluation Process Using Sales Questions
When was the last time you were on a car lot to shop for a car?
You and I both know you weren’t there by accident. You were there for a reason and more than likely, you planned it all out.
However, the first question most salespeople ask is: “Can I help you?”
That question is a brutal sales starter, because the buyer answers the same way each time: “Nope, just looking.” Continue reading