Questions Make an Easier Sale

It goes by many names: exploring, probing, questioning. The ability to ask questions in an appropriate manner is an important interpersonal skill. It can help speed up both a sales process as well as help resolve conflict in a customer service situation. However, although it is a much-taught skill, it remains a least-used skill.

Used correctly, questioning techniques yield additional facts that can be utilized to move the conversation forward. It can allow the conversation to be controlled and a well thought out questioning sequence, can allow the questioner to lead the other party in a specific direction.

Comfort questioning: Making it easy
Questioning sequences are an invaluable part of any sales process. So why are so many people reluctant to question? Why after training and role playing sessions to people continue to omit questions or ask poor ones?

For many people asking questions is full of risks: risks that they won’t like the answers given, risks that people will answer evasively or not at all. What we must remember however, is that not asking a question can result in poor or incomplete information. So, how can we make it easier for ourselves?

Types of Questions
Qualifying
-The Decision Maker
-The Prospect's/Customer's Readiness to buy
-Ability to purchase
Researching
-What is important to decision maker
-What else is decision maker considering
-How will the organization’s goals will factor into the decision making process
Rapport Building
-Creates conversation
-Promotes understanding

Generating Information
Open-ended questions
-Can be used for general information or specifics
-Who, what, where, why, when, which, how
Closed-ended questions
-Can be used to verify
-Is, can, may, do, have

Controls the conversation
Begin with the end in mind (Stephen Covey)
-Create a prepared sequence of questions
-Have alternate questions ready

Conversations can go in many directions
Create a “decision tree”

Asking Questions
-Allows people to talk to you (60/40)
-Creates engaged individuals
-Gives them the opportunity to “buy into” your conversation


Asking the right questions at the right time will get you the information you need in order to close more sales, more quickly!