Are you asking your prospects the right questions?

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Are you asking your prospects the right questions?

As many of you reading this will know, selling is a process and within this process there are many crucial elements, none more so than the ability to uncover the vital information we need to understand our clients needs, this week I will be exploring the questions we should be asking our clients.

Asking good questions seems to be one of the things that so many sales people just don’t spend enough time on. Yes they ask questions, but in many cases they don’t ask those incredibly clever and well thought out questions that just cut through everything and get to the heart of the issue.
If you are honest, when was the last time that you actually took the time to review the questions you ask your prospects and spent some time working on developing your questions.

Being able to ask questions is not a desirable attribute in sales people it is an essential attribute, whatever the level of salesperson I am working with regardless of the industry developing good intelligent questions is an integral part of the process of securing more sales.

•    The more information you gather by asking intelligent questions
•    The greater your understanding of the clients needs
•    The more understanding you have, the easier it is to make your offering more appealing
•    The more appealing your offering is to the prospect the better chance you have of securing the sale

Questions at every stage of the process

Great sales people spend their time when they are not selling developing the questions they ask and have questions to ask at every stage of the sales process such as

Questions to open the conversation
Questions to understand the clients needs
Questions to confirm information
Questions to secure the sale

If you aren’t asking the right questions, how do you know if you are getting the right answers? Consider this the better the questions you ask the better the answers you will get, and this will definitely help you to secure more sales.

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Written by Paul Routley FinstSMM

Paul Routley is an award winning trainer and one of the country’s leading authorities on modern sales techniques.

With over twenty years’ experience in sales and sales management, starting out in sales at the age of 17 and working his way up from trainee sales person to sales director, working for some of the world’s largest and most well-known companies along the way.

Paul has held a number of sales manager and sales director roles throughout his career and has a proven track record in creating and developing extremely successful and effective sales teams in every industry he has worked within.

As a trainer he brings a tremendous amount of experience and invaluable knowledge to all aspects of sales and selling within a variety of industries with a particular flair for telephone selling and a grown up approach to cold calling.
Paul’s training courses are always memorable and renowned for not just being educational and enlightening but also inspirational, motivational and entertaining.

During his career Paul has lived and worked in more than twelve European countries including: Germany, France, Sweden, Estonia, Italy, Switzerland, Holland, Belgium and Ireland

Paul is one of the UK’s leading sales trainers and also a fellow of the Institute of Sales and Marketing Management

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