What are the most powerful tools that a top producing salesperson can possess besides a dynamic personality with good self-esteem( not ego)? The primary tool number one is rapport. People have got to feel this feeling of caring and deep connection. You must make that connection. The sales process is more fun when you approach it as if two friends having an informative and meaningful exchange. In this exchange, you are both the leader and seeker of information. So how do you seek out information that will help you help your clients’ best interest with ease comfort, elegance?
There are many ways to establish rapport, but questions are the pivotal point of a sales presentation. The art of asking a question will give you the power to influence, guide and help your clients make the best decision for themselves and you are honored to support and provide appropriate guidance throughout the process.
So a framework for questioning should be dynamic yet very systematic. When you asked the client questions in the context of a conversation, not an interrogation, you will harness a lot of resources and be infinitely more effective in your career as a high integrity sales professional. Every step of the sales process is a series of questions and each answer the clients provide for you, will take you one step closer to the successful completion of the sale.
By asking questions, you will find their motivation and their beliefs. You will show them how their views are in line with the decision of engaging or not engaging. By asking the right questions, you will find their deep wants and needs. Questions can help you test close and asking questions will take the pressure off of you.
However, you do need to have your questions rehearsed in the manner that each issue will lead you to the next step, closer towards the completion of the process of your job as a sales professional. The more you ask and encourage the client to share information with you the more your clients will appreciate it. Asking a question and really listening demonstrates a genuine sense of caring and your clients will be more trusting of you and the solutions that you offer them.
So here is a simple framework to follow. You may need to put the structure in the right context for your field of service, and you need to put them in the correct syntax.
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