How and what power sales questions should be asked to raise customers' needs, reveal their problems and build up a relationship
Failure to ask the right power sales questions could be the reason why you close fewer customers than you should. You need to know what prospects need and what problems they have. Then, you can provide the solution inside the buying process. You've to develop a relationship through rapport building questions, listening to their needs and problems, how much they are eager to come to solution and by asking customers to close the deal.
In the next article, we'll charm you with closed ended questions to begin the sales discussion, effective questions to reveal customers needs, closed ended sales questions to skip to the presentation phase and closing stage, and powerful sales questions to seal the deal. This will be like a magic wand to drive your sales forward.
Table of content
Timing the asking probing questions
Think: when is it the best time to start asking questions?
Some would answer right after I introduce myself, maybe others would reply during the product presentation. Both responses are incorrect! So what is the right answer? In many cases, you should ask your first question in the first two sentences. Its role is a simple but yet essential part of the sales speech. It is aimed at receiving consent to dialogue and eliminating a common objection to rejecting the sales discussion. The easiest way to implement this principle is by asking rhetorical closed - ended questions.
Examples of introduction questions for sales:
*In the store: Are you looking for product X?
*On the phone, hot lead (refer to you): I understand you are interested in the product x, correct?
*On the phone, cold lead (you refer to the customer): Do you want to find X or save y, right?
These closed-ended sales questions would open the door for the sales conversation.
The right power sales questions to pass between the introduction to asking questions phase
After the prospects have given you, 30 more seconds to speak. The next question should enable the sales conversation. This question should appear at the end of the 5-6 introduction sentences.
You introduce yourself, the goal of the conversation and what is unique about your product. Then, you ask another closed-ended sales question just to move forward between introducing to the asking questions phase. This would mollify the transition between these two phases.
Note that you ask these questions, when you initiate the sales discussion.
Examples of permission questions to move to the asking questions phase can be:
*Do you want to receive result X, correct?
*Would you be happy to receive Y, right?
After asking these smart questions, the chances are high that prospects will be less suspicious to reply to your next questions.
Types of sales questions, their forms and examples
This is the heart of every sale you are going to perform. You would have to ask characteristics questions, impact or benefit driven questions, need questions and sometimes solutions questions. Another important point to mention is the form, you ought to ask the questions.
Think that you will have to warm the relationship with your prospects before diving into more personal, open-ended questions. Hence, you would begin with general questions, and go down to details as you progress in the asking questions phase.
Characteristic questions
The first general questions to ask your prospects are closed-ended questions or open-ended questions named characteristics. Its purpose is to frame the prospects' needs. You would reveal who they are, what they want or looking for.
Examples of open-ended sales questions and closed-ended questions:
*Do you look for features x, y or z in the product?
*How many X do you want to receive by using the product?
*What are you searching for in product X?
You should ask between 1 and 2 questions.
Impact or benefit driven questions
The second type of questions you should ask is problem or desire questions. In that case, you choose between broad open-ended sales questions to outline problems prospects are facing or what they wish to achieve. These are the most powerful questions holding the customers back or about goals they want to achieve.
Examples of these types of questions:
*How does this issue affect your evolving?
*What are you doing to solve this issue?
*What are the results you wish to achieve?
*What do you consider a success?
You should ask between 1 and 2 of these effective questions.
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Need based questions
This is the third type of sales questions you must ask. The purpose is to apprehend the level of customers' maturity to close the deal. In other words, how much the prospects are eager to solve their problems or achieve their dreams.
Examples of these types of questions:
*How much would you want to solve issue x (or reach target y)?
*When would you like to solve issue x (or reach target y)?
*What would make you start to use the product?
You should ask one needs-based questions.
Solution questions
These are the final follow-up questions to skip to the next sales phase. Here, you picture the prospects with the desired results, they can get from utilizing your products.
Examples of these closed-ended sales questions:
*If you save y by using the product, you will want it, correct?
*If you reach X, you will be satisfied, right?
You ask one of these closed-ended questions.
Power sales questions on the presenting stage and closing stage
In these stages, you would have to ask questions for different purposes.
In the presentation, you would want to keep integrating the customers inside the discussion and sharpen the sales discovery process. Whereas, in the closing phase, you ask the customer to buy the product. In most cases, indirectly
Power sales questions on the presenting stage
One of the biggest mistakes entrepreneurs make is speaking too much in the presentation. They speak between 2 and 5 minutes without any customers' response. Whenever, you don't hear a sound of the customers, use the power of questions. You can ask:
*Do you understand, what I have elaborated right now?
*Are you with me?
Another way to keep the discussion going is by asking on customers' common objection. You raise the objection, wait for customers' response and then explain why it is irrelevant for the product.
Power sales questions on closing stage
These are direct or indirect, closed questions and open-ended questions. You use these powerful sales questions, at the end of the sales speech. Simply ask the customers to step forward with the deal.
Examples of direct close-ended questions:
*Do you want to buy the product?
*What package do you want x, y or z?
*If you get a discount, will we start working together, yes or no?
Examples of direct open-ended sales questions:
*When can we start working together?
*What has to happen, so you start the process with us?
Examples of indirect close-ended questions:
*Do you want to receive the product in blue or green?
*Do you want to receive the agreement via email or by SMS?
Examples of indirect open-ended questions:
*When do you want to receive the product?
*Where will you want to receive the product?
By now, you should know how to start your sales conversation with a question, how to move to the asking question phase, what probing questions you should ask and in which form. Furthermore, how to build a discussion and how to ask closing questions. There are two more significant topics we'll charm you with.
How to ask a series of questions in sales and what mistakes to avoid
In the last part of this article, we will extend on how to receive collaboration from your potential customers, when asking close and open-ended sales probing questions.
Principles to asking power sales questions through sales calls and meetings
There are a few simple principles to ask customers your discovery questions to have successful sales.
*Repeat in your own words after what the customers are replying. That, mainly in the asking questions phase
*Add your own story, after consumers' response to your questions
*Show interest
*Smile
*Have positive energy
*Use humor but cautiously
Mistake to avoid when asking probing questions
On the other hand, here are the principles to sharpen your sales approach through the process questions.
*Interrogating the customers
*Not asking questions at all
*Asking too many questions
*Interrupting to customers' reply
*Not listening
*Letting the prospects speak too much on unrelated topics
*Asking annoying questions
*Asking private questions before asking general questions
Conclusion
Implementing what you have been charmed here, would result in a better sales process customer experience, lower potential clients' suspicion and result in more sales.
Don't try to insert every aspect you have learned here to your sales process immediately. Start with rhetorical questions to build rapport and consents. Analyze how the customers react and, if it helps you get through the first 10 seconds.
Then, if you speak with cold leads, ask other rhetorical questions to receive a consent to skip to the sales questions phase.
Build a list of 10 consultative selling questions consisting of characteristics, impact or benefit driven questions, need-based questions, and sometimes you can end with additional questions named solution. Examine what reveals the customers needs, their desires faster, and helps conclude if the customers are mature enough to buy.
Add 2-3 questions inside the sales presentation to keep the dialogue going.
Finish with 5 more direct and indirect powerful sales questions to close the customers. Check which questions improve your conversation rate. Find similar questions that give you the best results.
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