Secret Selling Tips - Article
the ‘right’ questions and finding qualified customers
Asking the ‘right’ questions
and finding qualified customers
In the selling game, getting the correct answer – ‘YES!’ can be a simple process of knowing what questions to ask.
The better you draw out your prospects and discover their real needs and wants, the better chance you have of setting up a relationship that becomes a series of yes’s and results in ongoing business. Taking the time to dig is the foundation of the true sales professional that is looking at each prospect in terms of total lifetime value, not just a one-time sale.
Questioning or probing skills
• ‘Probing’ is defined in the dictionary as use of
a probe (an instrument) to penetrate, usually for the purpose of measuring
Probing allows you to accomplish some very important things:
• It enables you to discover what the prospect wants and
the conditions under which they will buy what you are selling.
It is important to understand the difference between your customers expressed and unexpressed wants and needs.
Often, Wants are the impulse that incite their Needs.
Customer needs generally share these common characteristics:
• Rational – they are rational and it makes
sense to satisfy them as they relate to the customer’s career, living
conditions, health, financial success, appearance or which ever issue
your product addresses.
Customer wants are very different than customer needs:
• Emotional – Wants are personal and emotional.
They are independent of your product and service. Customers carry them
around like baggage. Some are obvious while others hide.
As selling professionals we need to tap into our customer’s wants to create that emotional bond which helps make the sale.
Thinking beyond the ‘First’ Sales (coming late spring 2007) will outline 51 reasons why people buy. Preparation leads to success in selling.
Finding Qualified Buyers
Qualified buyers have an immediate or impending need for your product or service, have the authority to make the purchase, and will be receptive to buying it from you.
See ‘Finding Your Ideal Customer’ for more information on how to qualify prospects. Visit our website at www.eBusinessSuccess.biz for a series of articles to enhance your selling career and business skills.
Here are some questions to add to your professional selling tool kit for the various situations in which you will operate with your customers.
What sparked your interest to explore this purchase or _________?
What would you see as the next action steps?
Establishing rapport, trust & credibility
How did you get involved in ___________?
The secret to qualifying buyers is to find out what they want most, and then give them what they want. That happens when you show genuine interest and ask open-ended questions that draw them out. You need to discover what they will buy, why they will buy, when they will buy, and under what conditions they will take that action.
Most ‘inexperienced’ selling staff make the ‘fatal’ mistake of focusing on what ‘they’ want from the prospect. It is what the customer wants that fuels the sale and your success in selling.
Taking a customer centred, value-added approach, enhanced by active listening skills and skilful use of questions to draw out information will be your key to long-term success and generating repeat buyers.
© 2007 Bob ‘Idea Man’ Hooey www.ideaman.net All rights Reserved. Used with permission.
Bob ‘Idea Man’ Hooey is a productivity strategist, creativity catalyst and idea farmer who regularly writes for North American Consumer and Trade Journals, on-line magazines and company intranets. He is the author of ten business success books including two on selling, a mini-book series, four success systems and an e-book series. Bob was the 48th person in the history of Toastmasters International to earn their coveted professional level Accredited Speaker designation. Bob is a motivational, business and association keynote conference speaker and executive leadership coach. He is a professional member of the Canadian Association of Professional Speakers and the International Federation for Professional Speakers. Visit his website for additional articles like this one: www.ebusinesssuccess.biz
Contact: (780) 736-0009 firstname.lastname@example.org
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