The essence of asking questions is very true in the field of sales. Through questioning, a company will find out how a particular product or service can be advantageous or beneficial to a customer. It also gives entrepreneurs an idea of how the sale can be improved and developed.
Proper questioning in sales helps build rapport with customers because the art of selling is all about creating a good relationship between clients and customers. When you know how to entertain your customers with good questioning skills, they are more likely to purchase from you or sign up for your service.
Does your business employ effective questioning techniques that would help you understand the needs and wants of your potential buyers, or are you scaring them off with your questions? In sales, you should know how to ask your customers effective questions that aim to determine how your product or service can benefit the customer and at the same time close the sale.
Keys to Effective Sales Questioning
In designing sales questioning techniques, there are two fundamental keys to consider. One is to ask the proper questions. In doing so, always consider what the customers want to happen instead of imposing what you want to happen and what you want the customers would do for your business.
Secondly, listen or pay close attention to your customer’s responses to your questions. Never ask a question for the sake of asking because your conversation will be rendered useless. Focus on your customer and what the person wants to happen rather than talking your way out of more sales.
These two basic elements boil down to one essential tool: communication. So, since selling is communicating and interacting with customers, listening and asking the right questions are the keys to a successful sale.
The Funnel Technique
The funnel technique follows a certain structure that serves as basis for the said method of questioning. It keeps a salesperson on track while in the process of guiding the customer on product or service knowledge once the needs or wants are identified. It is important to jot down important points during the interaction with customers.
This technique consists of four important steps that are necessary in sales questioning. “Motivating” the customer is the first on the list. Know why you need to ask the questions and stay as truly interested to learn just as your customers are also interested in understanding your product or service.
The next step is to probe for information by asking unbiased open ended questions. At this time, you simply allow the customer to talk but be careful not to ask closed questions.
Asking open leading questions becomes the third step where specific areas are given more focus. Lastly, the fourth step is to summarize the conversation and wrap it up with a closed ended question.
Tips in Sales Questioning Technique
A great tip to be effective in your sales talk is to prepare the questions you will ask your customers prior to the actual selling. However, considering that every customer is different, basic questions will do for an initial planning. Another tip is to open or start the sale with a question. Then, build up your follow up questions with open ended questions that will make them express personal viewpoints and feelings. Also, you can ask need-development questions. Target for answers regarding their specific needs or preferences and get them to talk.
Assess your questions before asking them to your customers. Refrain from asking questions that are offensive, threatening, and insensitive. Create questions that are simple and easy to answer instead of making them uncomfortable with the queries. Moreover, get rid of irrelevant questions with topics that are far out from the main conversation. Although it may be helpful to do small talks in between to establish rapport, just make sure that you do not get sidetracked.
In the order of asking, start with broad and general questions then narrow down on a deductive approach. And going back to the key to an effective sales questioning, never fail to listen to their responses. Once you are able to master the art of sales questioning, selling your product or service will be easier for you.