From my perspective as a business owner, sales trainer, and consumer, the most important skill to learn is how to effectively qualify your prospect.
The most common mistake sales people make is to immediately launch into a product presentation or “pitch” when they first meet their prospect. They extol the virtues of what they sell and tell the prospective buyer how good, fast, reliable, inexpensive or easy to use their product is. They talk, talk, and talk hoping they’ll convince the buyer that their product or service is of value. They talk instead of asking questions and listening.
The problem with this approach is that the “pitch” seldom addresses the wants and needs of the buyer. Because their needs have not been addressed, there is no compelling reason for them to consider buying your product.
One of the most effective ways to do this is to ask a few well thought-out questions to uncover what is important to the prospect. Here’s How!
People aren’t interested in what you have to sell, they are interested in what they need or want. The only way you will find out what they need or want is to question them, then sell them what they want! It’s easy!
Here is a tip…When structuring your questions use subjects that revolve around peace of mind, dissatisfaction, desired outcome, children, careers, commuting, quality, price, location, passion, motives, desires, fears, family, community, are just a few to use.
Gear the questions like these examples for maximum results.
What do you look for…?
What have you found…?
What makes you choose…?
What has been your experience…?
What is the one thing you would improve…
What is the deciding factors when…?
What would you change about…?
Now that I have given you some tools, Please share your favorite question that you have created to ask prospects, that gets you alot of information from that prospect!