Tip #305: The Power Of Asking Questions

Most Prospects Will Express Some Type Of "Buying Objection."

Far too many salespeople push their product or service on a prospect. And when they do, the prospect usually responds in one of the following ways:

• "The price is too high."
• "I need more information."
• "I need to think about it."
• "We have no budget."
• "This is a bad time."
  
  

Initial Objections Can Be Overcome By Asking Questions.

The biggest mistake any salesperson can make is to react to an objection with a statement or declaration about their product or service. Doing so makes them seem like they are going on the defensive. When confronted with an objection, a salesperson should respond immediately with an investigative question. Not only does this show they have genuine interest in helping the prospect, but also conveys confidence that their product or service is the perfect solution for the prospect.

Exploring Objections Turns Up Solutions (And Sales).

The more a salesperson explores an objection with a series of questions, the closer they get to the real reason a prospect is hesitant. A salesperson can break through an objection with a number of responsive questions. Here are some examples:

Prospect: "We don't have the budget for this."

Salesperson: "Ms. Prospect, I understand. I hear that a lot these days. Fortunately, our [product/service] can be adapted to fit almost any budget. May I ask, is it that you presently have no budget? Or never had the appropriate budget?"

Alternatively:

Salesperson: "Ms. Prospect, I understand completely. Let me ask you this: Is it only budgetary concerns your company is worried about? Or are you more concerned about the value your company will receive?"

Exploring objections through hypothetical questions and scenarios will open doors, and "if" questions are the keys that unlock those doors. By shaping follow-up and investigative questions in an "if" format, salespeople can better understand what is really holding a prospect back.

Executive Summary: "Closing" a sale should never be what drives a salesperson. If it is, they will only ever come off as a blunt instrument to prospects. Instead, salespeople need to apply a more subtle approach. Successful sales come from multiple touches and by gaining an understanding of what a prospect needs. To do this, salespeople need to ask questions. Doing so will result in more profitable sales with far less dismissals by prospects.

P.S. Look for Part 2 of this tip next week, in which we explore techniques using "if" questions to gain permission from prospects to continue discussing your product or service with them.