In a sales talk the customer is not
the only one asking questions. Read how you, as a salesperson, can optimize
your sales by asking the right questions.
1. Be consistent!
Customers understandably want to get an optimal solution. Consistency helps
salespeople build a trustful relationship with their customers. This is the
perfect opportunity to present the product in the best possible light, but also
make the customer aware, very clearly, what the impact may be if he doesn’t buy
the product:
- That is to say …?
- For you, that means …?
- This leads to …?
2. Be positive!
Once again the motto in a sales talk is: Listen! What does the customer aspire
to reach? What positive intent does he have? The customer will feel in good
hands and confident if the salesperson responds to his potential thoughts or
remarks. A keystone to translating objections into positive intentions:
- So your intention is …?
- You would like to …?
- You wish to …?
3. Illustrate the hierarchy of values
Which value is the most important for the customer? By asking questions the
salesperson can define a new goal which may even be more valuable for the
customer than what he originally strived for:
- Isn't it better … than …?
- Isn't it nicer … instead of
…?
- Isn't it more useful … than
…?
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