Are you asking questions that create real consequences for your sales prospect to mull over? If you are, you will stand out from the crowd (your competitors) and fully engage your target.
To make sales traction, it is imperative that you can demonstrate value for the prospect in giving up time to meet with you. That you recognise and understand their challenges. More importantly, that you may have a resolution to them. In effect, that you have the potential to make things better for them personally and their organisation.
To generate action with your sales prospect, you must first get them to think about the consequences of inaction regards their current challenge. Asking the right questions will make your prospect think through the consequences of standing still. How can you lose by asking your prospect about the direct consequences of not solving the problem(s) they just told you they had?
Other questions to ask should look like;
- “What would it do to you if you were not able to get the solution you are hoping for?”
- “Are you concerned if a long-term solution cannot be found?”
- “What are the consequences of inaction?”
- “How would it affect you personally if you do not find a solution to this problem?”
- “How would your life be different if you do find the correct solution?”
- “What would happen organisationally if you do not get a fix to this challenge?”
- “What are the possible repercussions if you were not able to solve this?”
For a prospect to make a purchase they must first be able to justify the decision and the action to purchase, both to themselves and their organisation. What you are doing is asking them to think clearly about a problem they told you they want to solve by questioning the possible consequences of not solving it.
Questions of consequence can achieve many different things for you. It can even get them to think about potential problems they might not even know they have. Your depth of sales and industry experience can also allow you to see problems they might not have foreseen and therefore add value to the sales conversation.
Questions of consequence will help create a sense of urgency for your prospect in doing something about their challenges in the immediate future. Strong questioning techniques (such as this) will help develop clarity for your prospect in solving their potential problems and increase their want to resolve them. And crack them with your help.
We all become better sales people by remembering:
“I keep six honest serving men, they taught me all I knew. Their names are What and Why and When and How and Where and Who.” Rudyard Kipling
If you want to learn more about this approach to selling contact me directly on 01 556 3049 or visit www.jordanwolf.ie