Last week I talked about preparing questions that allow your prospect to verbalize, identify, their chief, dominant needs, desires and wishes – the source of their pain, their greatest challenge, their primary issue etc. – the “heart” of what they need.
Yes “needs” here, because our products are “need specific” – products do specific things that only they are designed to do. So, we say products are “need specific” and we also say, “If you can’t sell to a need then go do something else.” With all due respect, this is the essence though not the totality of selling. Because people still buy what they want! (Another blog!)
Let’s look at some questions that invite your prospect to verbalize:
- What specifically do you want / need to accomplish?
- What are you looking for that you haven’t been able to find?
- What do you like most about your current provider?
- What have your seen that’s particularly interesting to you?
- Why would you consider another vendor?
- What time frame do you have in mind?
- What budget do you have established?
- How soon would you like to get started?
- Who else other then you of course, in involved with this decision?
- And on and on…you could easily think of 500 more questions just like these.
Your preparation determines which questions you ask. Did you notice all of the questions were open-ended? All encourage dialogue. All help the prospect verbalize THEIR concerns. And require you to give them your undivided attention (listen).
Some will talk more than others. Be patient! Listen! Prospects buy at their pace, not necessarily ours. Let them do that with your guidance, not your domination. And enjoy the results.
Submitted by: Richard Dickerson