“Judge a man by his questions rather than by his answers.” ― Voltaire
As a sales person you need to know quite a lot about your potential buyer. Many times you get what you ask. This might sound simple, but if you think of the statement more closely, you might discover that the statement has a hidden meaning. Do we really ask the right questions?
Adapt your questions to the audience
Google is filled with examples on how to ask the right questions about basically anything. But, I don’t think it’s quite that black and white. The questions should always be adjusted to your crowd. If you’re selling an IT solution like me, the questions should be different when I’m talking to an end user and when I’m talking to the management. The first group is more interested in the daily work, usability and features, whereas the management is more looking for the value the system generates for the entire company.
What kind of answer are you looking for?
Before you ask your question, you need to know what kind of an answer you want. Do you need a factually correct answer, an opinion, or estimate? Context is everything, so before you ask you need to think what you want for an answer.
Dig deeper with more questions
The route to happiness and being more efficient in sales, you need to have the skills how to ask even more questions. After adjusting your questions and putting it to the right context, you need to go even further and ask more questions. The additional questions should be in the light of the new information you have got. When you are skilled in formulating questions, digging deeper generates a path of answers how to close the deal.
Questions – the key to closing a deal
The customer always has the keys needed to close the deal. All you have to do is ask for them. So before you go to your next customer visit:
1. Prepare a bunch of questions
2. Adjust your questions to the target group
3. Know what kind of answer you’re looking for
4. Dig deeper
I’ll take the opportunity to recommend my favorite book: Spin Selling – Neil Rackham. Good luck with your selling!