The dual purpose of asking questionsMost sales people have some understanding of asking questions to reveal their client’s needs, but most have no understanding of the other equally important reason for asking questions.

Why you’ve got to “disturb” your prospect before you offer a solution

The second purpose of asking questions is to disturb our prospect about their current situation and turn indifference into a desperate need to come up with a better way or a solution to their problem. I spoke about this in the last volume of TOP GUN® Sales Tips.

Such is the power of using carefully chosen questions.

They create a real desire in the client’s mind to take some action NOW to solve the problem. The sequence of the questions is important too. People buy for emotional reasons and “disturbing questions” will turn an indifferent prospect into a red hot buyer who is saying “SO WHAT SHOULD I DO?”

Why selling themselves is better than you selling them

You see if you ask the right questions, your prospect will start to tell you what they need, why they need it and what is important to them. They will begin to describe features and benefits of the solution you have in mind for them. When these benefits are coming from their mouth rather than yours, then they must be true. This is a much more persuasive way of selling, and it avoids any hint of “high-presssure” selling.

During these workshops I’ll be helping participants to develop their own customised set and sequence of disturbing / needs revealing questions, and showing how this system has worked for thousands of Top Gun Graduates who sell everything from investments, computers, cars, insurance, real estate, etc. It works regardless of what you sell.

Relationship / Consultative Selling strategies are the key to sustained success in selling

Questions are the hallmark of today’s true Consultative / Relationship Sales Person. What I call the “5th Generation” Sales Professional who builds a high level of trust and an on-going relationship with their clients, who then will NOT buy from a Generation 1, 2, 3 or 4 Sales Person and who will send their friends to you, their “Friend In The Business”.

If you’d like to be sure that you are in the top 10% of sales achievers in Australia today, who are 5th Generation Sales Professionals, you might like to consider attending this next TOP GUN® Sales Mastery Workshop where I’ll be explaining in detail about “5th Generation Selling” and teaching this vital skill of asking questions and using relationship selling strategies.

Have a great week. Make it a great week!

Stumble it!