If you’re in sales and are keen to improve, did you know that your clients possess the answers to your most important questions? Yes, they do! Your clients are the key!
Answering questions with questions is a key technique that results in building rapport with your clients and getting a dialogue going. It helps the sale become your customer’s idea, not just yours. As a result, asking questions in this method increases conversion rates and allows business to grow organically.
Active listening is also an essential part of asking questions – you can quiz your customers about what they do, their interests and their families, but if you aren’t sincerely listening to their responses and leading the conversation accordingly, it’s almost pointless. Noting some of your clients’ responses for future reference is also an excellent idea, as it further builds your relationship and lets them know you valued the conversation.
In sales, it’s also important to keep in mind that by asking questions, you are maintaining control of conversations with your customers. If you’re just doing all the talking, you’re no longer leading the interaction. Never forget that the person asking questions is the one choosing which direction the conversation will go in. At the same time, carefully consider the questions you’re putting to your clients. Make sure they are thoughtful and beneficial, or else you run the risk of becoming monotonous.
Well thought out questions can guide consumers’ interest, discover their authentic needs and provide those who work in sales with accurate information. Understanding the difference between open-ended and closed questions and how they will direct a conversation is imperative for discovering what your clients’ concerns and wants really are.
Building Rapport and Qualifying
Open-ended questioning is the primary method of getting customers involved in the conversation. It allows you to learn a lot about them, and what they really want. Remembering and anticipating genuine needs and offering solutions will then, in turn, lead to increased conversion rates.
In the practice of journalism, six key questions are used throughout each interview process, which can be applied to sales as well. Those keys are asking who, what, where, when, why and how? A few excellent examples of open-ended questions are:
- Who are you purchasing this product or service for?
- How often would you use this product or service?
- What features were you looking for in this product or service?
These questions may seem basic, but they get the conversation going. Consequently, they’ll yield a wealth of information about your client and his or her needs, helping you determine which product or service you offer will be best suited to them.
Closed questions, on the other hand, typically result in one-word answers – often “yes” or “no”. They’re useful for gathering quick snippets of information, like an essentials checklist, but they don’t always help to develop rapport. Closed questions aren’t bad, though. They can provide clarity for buying details and help confirm sales.
Asking thoughtful and pertinent questions encourages your clients to communicate with you. It decreases tension about the impending sales process, invites open discussion and establishes consumers’ needs. Developing the art of questioning and active listening is, accordingly, the key to increasing your conversion rate, as it will create and sustain lasting, genuine consumer relationships.
