I want to be the best salesperson. How do I ask good questions?
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When we talk about selling, it's not just about talking. The best thing we can do is ask questions, especially the right questions.
Asking the client questions allows us to get to know their needs and pains in a much deeper way. This allows us to offer them the product or service they really need. If you don't know what to ask, I'll share with you some of the most important questions to ask our clients and thus obtain more and better information about them.
The first question we can ask is the following: What is the biggest challenge you are facing right now? This question works super well since it allows us to discover and identify the most urgent problem that the client has and thus positions us to give a better solution. We can ask this question at the beginning of the conversation since it focuses on the client's real needs.
Another question can be: What do you hope to achieve with the purchase you are going to make? This question works because it helps the client visualize what they want to achieve, the result they desire or the solution and this gives us clarity on how to direct them to focus on our proposal, after listening and presenting our proposal we can tell them that with our product service they can achieve exactly what they are looking for.
Another question is the following: What was your experience the last time you tried to solve this problem? This works because we can understand much better the past experiences that the client had and in turn this helps us understand what we should avoid to improve the situation, if the client mentions a failure from the past we can say the following: I understand with this approach we can avoid that problem.
Who asks you can understand or respond by highlighting how our product service can meet the client's priority, for this we will ask the following question: what is most important to you when choosing this product or service? Through this question we will also discover the client's priority such as price, quality, speed or some other characteristic, it is what really matters to them.
Finally, an opportunity that gives you the chance to address those objections before they become one is the following question: what things do you stop moving forward right now? If they mention something specific like price for example: you can say the following, I understand that the budget is very important, so we can analyze the flexible options and in that way adjust to your need.
Always remember to ask powerful questions, this will not only give you key information, but also so that the client feels that they are really being listened to and this trust will allow you to close sales or at least greatly increase the possibilities.
