The Power of Asking Questions: Overcoming "Buying Objections" (Part 2 of 2)

Last week, we started exploring the best methods to overcome a prospect's "buying objections" during a sales situation. As we discussed, most prospects will express some type of buying objection. That is why it is crucial for salespeople to know how to respond accordingly - and that is by asking questions.


When a salesperson asks questions, especially "if" questions, they display confidence and expertise on their product or service and show genuine interest in solving the prospect's dilemma. But there is more to asking questions in a sales situation than coming at a prospect with a barrage of questions.

Get Permission To Continue The Conversation By Asking An "If" Question.

As mentioned in previous e-tips, the days of pushy, fast-talking salespeople are gone. Prospects will bolt the moment they feel pressured. Prospects typically want a solution that feels custom-tailored to their needs. As a result, salespeople nowadays need to be problem solvers. This is where "if" questions come into play. "If" questions are a way to hypothetically dismiss a prospect's initial objection and put the spotlight on the value your product or service can offer them.

For example:

Salesperson: "Ms. Prospect, if I can demonstrate to you in just three minutes how our product or service can not only fit into your budget, but also provide your business immense value, would you be open to hear more about it?"

One Sentence, One Question, Can Open The Door To Sales Success.

The example above is one sentence comprised of just 41 words, yet it does so much for a salesperson. For starters, the question shows politeness. It also acknowledges the prospect's objection (budgetary concerns) and hypothetically shelves it so that the conversation can move forward.

Additionally, the example makes use of a timeframe. Remember, a prospect would not call you or agree to field your call if they were not potentially interested in your product or service. But that does not mean they signed up for a lecture. By quantifying the "moment of their time" you actually need, further conversation becomes all the more appealing to a prospect. And when combined with a series of investigative follow-up questions salespeople gain a one-two punch for sales success.

Continue Asking Questions To Paint A Complete Picture.

The power of asking questions does not end with breaking through initial buying objections. The more questions you ask, the more a sales situation transforms into a conversation, instead of a one-sided sales pitch. In addition, the more you learn about a prospect's situation the better you can position your product or service as the solution they need.

Executive Summary: As always, there are no guaranteed strategies for success in the world of sales. But that does not mean you cannot improve your odds. By asking questions, specifically "if" questions, to gain permission from a prospect to continue discussing your product or service, you can avoid sounding pushy and putting a prospect on the defensive. Once you overcome an initial buying objection, a prospect will be all ears, so continue asking questions and engaging the conversation until the value of your product or service reveals itself to them naturally.