Clients need to Really Hear the Answers to your Questions…More than you do! Questions, Questions, Questions…It seems I can Never Stop talking about the Importance and the Power of asking Questions throughout the Sales Process! Well…that’s because I cannot Emphasize Enough how important it is to keep asking questions until Everyone involved Really Hears the Answers… Clearly!
To be sure we are on the same page here’s a short list of questions I feel are most critical to Successful Selling:
1) What specifically does the prospect want or need?
2) Why do they “truly” feel it’s a must have for them personally?
3) Is their desire for what they want… Urgent and Important enough for them to take action?
Here’s my point. People will Not Acknowledge their need to make a Buying Decision until they’ve really heard Their Own Answers (at a minimum) to the three questions I just listed. I know from experience that Really Hearing their Own Answers to those questions is Exactly how a customer’s specific Desires are Clarified and how their personal sense of Urgency to Take Action is brought to Life!
Until that happens I firmly believe you’re just dancing around the Sale!
Now what do I mean when I say the client needs to “really” hear their own answers? Ok, stay with me because this is one of those Bold & Classy Selling Philosophy Aha Moments…so here it is: The answer to “What” someone wants is usually pretty straight forward. But…“Why” they want it, I mean the real reason “Why” they want something is Not quite so Obvious. In fact the authentic answers to “Why” people want certain things are downright Elusive! To start with… the First answer someone gives you just might make perfect sense but it is Rarely the Real answer as to Why they want what they want. Plus, it gets slightly more complicated because the elusive yet Real answer is usually tucked away inside their sub-conscious mind! So Don’t overlook this proven Selling Secret: ***You must ask the “Why” question a few times*** Ask until both you and the prospect Really Hear the answers Clearly … Clearly enough… to create the urgency required to make a final buying decision!
For Example: a woman starting a home based business might tell you she wants to earn money so her family can take vacations and have a few extras. So when you ask her “What” she wants and her answer is “to make $500 a month” it’s not a surprise. Then you ask her “Why” it’s important to earn money for those extras. Her answer may be, “So the family can have more fun”. But, if you dig a little deeper by asking her to tell you more about “Why” it’s really important for to earn and contribute the money…. You may discover that she “Truly Feels” her family would be proud of her if she contributed Financially! Wow, that Answer is Powerful … and probably quite a surprise to both of you!
Yes, the Power of asking Questions Serves both you and the Decision Makers. Let me simplify a few things about asking questions and eliminate some potential stress:
Your Questions don’t need to be perfect…and the same question can be asked many different ways! Don’t stress over perfect questions just focus on real answers.
Ask for the same information more than once… Not only does it clarify the need for you…but it creates an urgency to take action within the decision makers. Be sure and ask enough Questions to ensure everyone really hears those authentic answers more than once too.
If the Questions lead to a dead end…No Worries! There’s no shortage of questions to ask and no one knows specifically what questions you intended to ask… so you can always regroup and try again! Start by saying…”I want to be sure I understand your needs clearly” and then ask whatever questions you feel are appropriate!
Last thought: How do you know when you have discovered the real answers? It’s when you hear and feel the Emotions behind the client’s words. Then you know you have gotten to the truth…an Answer the client needed to hear even more than you!
I am Anne Johnson bringing you “Bold & Classy Selling Tips” if you are open to getting “Better Results & Higher Profits” Join me in the "Bold & Classy" Women community, where you get access to 'Bold and Classy' selling tips!
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