Ask The Right Questions

To become a successful salesperson, you must become well versed in asking open ended questions. Open ended questions move conversations forward and allows for an abundance of answers. 

• If asked properly, these types of questions will get a prospective client to talk in detail about themselves, specifically what motivates them.
• Ask what they know about your service or if they need you to explain to them in a brief overview. Ask what the most important aspect to them is in resolving the matter and what their needs are currently and in the future.
• The prospect should have an opportunity to share with you any information that they found. When you assist the prospect instead of sell, they will point out key factors that you didn’t know that may apply to their personal situation or needs.
• If you understand and properly practice this process, you will see that these types of questions support the principle that a salesperson speak only 30% of the time.
• On the next page are samples of questions you should ask to find a prospect’s motive. They are broken down into two categories. The first category includes Transition Questions which garner emotional responses from the prospect. The second category includes Motivation Questions which are used to specifically extract the information you seek in this step.