Better SALES – by Right Questions & answers

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better sales by right questions and answers
About this article
 
  • It talks about in the first section how questions by the customer are the answers .
  • This is a fascinating article that in-depth explains how developing the art of asking the right questions helps in doing sales manifold!
  • It also Helps any salesperson to go from general to specific needs of the customer.
  • So in the process helps to build upward trust and know more accurately about the customer needs and finally helps in the sales of the product or solution.
  • So over this strategy would helps in increasing the sales manifold.
  • So also specific examples are given to help to elaborate various ideas and concepts of how to ask questions in various situations and domains.
  • The topics covered are = Why questions are the answers in the Sales process, Sales Is Not About Telling, But Asking Questions, How to Ask Questions in Sales, What Kind of Questions Are Asked in Sales, Role of Listening in Sales.
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questions are the answers Why questions are the answers in the Sales process
  • Sales is not simply dumping information to the customer.
  • Instead basic questions are asked by the salesperson to get to the bottom of the customer’s pain points & motivations or hidden desires, Then is the next step to Taylor his solutions which will genuinely fit into the end customer’s real needs.
  • So the solution is matching more with what the customer wants.
  • The salesperson has to look at the basic goals & Expectations or Many challenges of the end customer, to make his sales better.
  • So overall this process of questioning provides very good insights to the salesperson to put across effectively the products or services to the end customer.
  • So basically what is happening is by asking questions we are following a scientific process where the basic concerns and questions hidden in the customer’s mind come to the table.
  • And so also the customer gets aware of their own needs and feel they are controlling the buying decision as well.
  • So asking the right questions is a way to unlock the basic needs or concerns of the customer and makes the sales process more effective.
sales is not about telling but asking questions Sales Is Not About Telling, But Asking Questions
  • Some salespeople feel that selling is about simply talking convincingly with the customer with facts and maybe the good things or benefits or features about the product or solution.
  • But most of the people are concerned about themselves. So the game is to ask the customer the right thing. Which involves asking questions rather than making any assumptions about the customer’s needs.
  • So the best way is to engage the end customer in a conversation and then guide them consciously to recognize their own needs and maybe the challenges that they would be facing.
  • Thus the trust between the salesperson with the customer builds much more in the process.
  • So the core is to ask the right questions and this helps the customer to express their core issues needs and desires .
  • which is Nontransactional and more flexible.
  • So also helps to build up good trust and the salesperson gets focused on each answer by the customer for the problem points.
  • So there is a handshake of pain points at the customer end and solutions at the salesperson end.
example sales is not telling but asking questions Sales Are Not About Telling But Asking Questions (With Example)
  • software sales example :
  • So one of the good approaches is that instead of saying that our software is the best.
  • The better alternative is to ask what kind of problems the customer is facing at the moment with the software.
  • And understand the pain points and then Taylor the possible solution for the in customer.
  • LIC Policy sales example: So for example instead of saying that while selling say life insurance policy that “okay our policy but best protects or ensures your family”.
  • The best thing is to ask a question so that the focus for the customer goes to the situation.
  • like it’s about something unexpected if happens to the family how would your family manage it financially otherwise.
  • This helps the customer to focus on the situation & acknowledge that this situation could happen or is a possibility. So the customer in this situation is more receptive to the offer.
how to ask questions How to Ask Questions in Sales?
  • The basic goal of the salesperson is to ask questions that are curious and with patience and proper strategy.
  • The questions could be open-ended to make the customer talk more or at times proving and at times clarifying questions the ideas to lead or focus a customer for the buying decision.
  • instead of Yes or no questions to the customers. The questions are so asked to engage the customer to speak more about their problems .
  • so that the salesperson gets to know more about the customer concerns Expectations and parties.
  • A properly structured conversation helps the customer to feel in control and respond to the salesperson well and also the person gains very good insights.
  • So the basic technique is to go from general to specific questions.
  • Go from top to bottom.
  • Drill downs from biggest challenges, to how does it impact your business, etc.
  • Finally the call comes when you say “Of I can solve this for you or suppose someone solves this for you”, would you like to go for the buying decision, etc.
how to ask questions example How to Ask Questions in Sales (With Example)
  • The best way to ask questions in sales is by using a structured approach—starting broad and then narrowing down.
  • First, ask open-ended questions that encourage discussion (e.g., “What are your biggest business challenges?”).
  • Then, use probing questions to dig deeper (e.g., “How is this challenge affecting your team’s productivity?”).
  • Finally, use closing questions that encourage action (e.g., “If we can solve this issue for you, would you be open to discussing next steps?”).
  • So the best way is to ask well-structured questions starting from a very broad approach to then narrowing it down.
  • Say first a top-level question what are the biggest challenges your business faces?
  • Then to investigate deeper, like asking “How is this specific challenge affecting your team productivity”. and then to get the customer to buy your solution the closing questions could be encourage If we can solve this problem for you would you have time bandwidth to discuss this with a.
    • car sales example asking questions Car sales example : Say for example a car salesperson would at a very top level try to understand that by asking “What is the kind of sales vehicle you are looking at?”.
  • And then maybe the next level question could be to filter things; that what is about the performance of the vehicle and fuel inefficiency which is of Priority.
  • and the next question could be “If we find a model that fits your needs budget and needs would be ready to move forward or make the buying decision? “.
  • So basically after filtering out the fluff, we are coming to a concurrence.
what kind of questions in sales What Kind of Questions Are Asked in Sales?
  • So there can be various kinds of questions to get the various perspectives about the problem. Especially defined by asking open-ended questions. So what are you looking for in a solution? so this encourages a basic discussion and the next level is to inside into what is the needs of the customer.
  • Then maybe at the next level, one could go for more probing questions. Like “Why is this Priority for you?”. so this will help to know the deeper needs of the person .
  • Then Comes the Pain point questions like “What kind of challenges have you faced with the current provider?”. that helps to highlight the urgency of solving the problem where they are now.
  • So for example instead of directly asking budget-related questions ask questions like “What kind of investment range you are comfortable with?”.
  • This kind of question helps to align with the financial Expectations of the person.
  • Then comes the decision-making questions, like who else is involved in the purchasing. So we know that who can help in the approval process internally.
  • When it comes to the closing questions. Like “If we meet all the requirements would you be ready to move forward”.
  • This is a gentle push towards the agreement so we can see each kind of questionable help sin converging the customer’s focus on the buying decision.
what kind of questions example in sales What Kind of Questions Are Asked in Sales? (With Example)
  • So sales questions or classified into different types all depending on the basic purpose.
  • the questions like “What is would you like in a product of solution or what the goals for the coming year?”.
  • So the customer is motivated to share as detailed information as possible.
  • or questions like “Why is this goal important for your business so one can discover the deeper motivations in the process?”.
  • Then the final question comes to the pain point questions. That is what issues or problems you faced with the previous provider of the services of solution.
  • Highlight the frustrations and pain points related first motivational of the customer.
  • So a typical example of a nice question for a real estate agent is “What kind of features are most important for you to buy a home?”.
  • The customer replies a need like there is a park nearby.
  • The sales agent then further asks “What are the kind of specific qualities of the neighborhood you would prefer ?”.
  • The customer may say safety concerns.
  • so the property agent can show more low crime areas list.
  • So this entire process of question and answer helps align the salesperson to his offerings and the customer’s real priority or needs.
  • this to happen much better.
questions to understand what customer needs Questions Are a Way to Understand Customer Needs & Wants
  • So there is an old saying that we people do not buy products, but they buy solutions to their problems. Which is very natural for any human being.
  • So while asking the right questions the salesperson can help the customer to speak about his real needs or what he wants rather than making a presumption about the customer’s needs.
  • so also In many situations customers themselves do not realize what they want and sales question helps them to the formula or articulate it better.
  • So listening carefully to the customer responses the salesperson can Tailor their pitch to address in a very focused manner what the customer wants.
  • So this is a customer-centric approach that improves engagement and increases the chance of closing the deal.
  • And based on the salesperson and covering the needs and presents a very perfect solution. So the buying decision comes very naturally and seamlessly than getting forced to the customer.
example questions are ways to understand needs and wants Questions Are a Way to Understand Customer Needs & Wants (With Example)
  • So asking questions is not just doing the conversation or talking with the end customer. But it’s all about knowing what customer truly values.
  • What are the hidden needs of the customer or obvious needs of the customer.
  • Many buyers do not very clearly state what they need but based on careful questioning the salesperson can figure out the hidden motivation.
  • So for example a customer is asked for a fast laptop.
  • but with the next question on that what will you use this laptop for, by the salesperson. Might help the salesperson to know that the customer is using it for video editing. so apart from the fast speed, power is also needed here in this situation.
  • All needs are uncovered in the process of right questioning.
  •  gym trainer asking questions example Gym trainer example so, for example, a gym trainer instead of doing flat sales that ” I give customized workout plans “.
  • They could go for a more specific approach by saying “What are your biggest challenges for fitness?”.
  • So the next step is being more interactive.
  • like if the client says I have no time etc for gym .
  • In response to this the trainer could say, ” I could give you a work plan”.
  • so when the solutions connect more closely to the customer needs- buying decisions become easier.
role of listening in sales Role of Listening in Sales
  • So sales as we have been discussing is not only about speaking but it is about actively listening.
  • So a good salesperson is not only focused on the words the customer speaks but also listens to the emotions and Core motivations. and yes maybe the underlying concern of the customer.
  • So this is in practice of active listening here.
  • So this process makes the customer be heard and valued. so this helps the relationship with the customer and the same time increases the trust of the customer in the process.
  • So the basic game by the salesperson is to understand the customer better and for that, he needs to make the customer speak out.
  • So this process makes the customer feel understood and then helps the person move toward the Purchase Decision seamlessly or naturally.
  • So listening to the customer helps the sales guy to adjust their pitch dynamically instead of going by a script that is pre-written.
  • So the sales guy can respond dynamically to the customer’s needs.
  • This helps in Higher convergence and better and long-term client relationships.
Role of Listening in Sales
  • So the role of listening is very important in the sales process.
  • So a proper salesman doesn’t only listen to your words but he also pays attention to the tone of Talking.
  • So also looks at unspoken concerns as well based on the body language.
  • Active listening involves summarizing the customer’s points and then asking questions. So also responding in a manner that makes the customer feel heard. Customers are more likely to trust and buy from someone who listens to them rather than someone who only talks more.
  • Say the Customer says that we have had issues. The if the sales person immediately gets into pitch and making assumptions is not the right approach.
  • Skilled salesperson would ask what kind of issues and then listen carefully.
  • This approach helps in the customization of the solution instead of making assumptions about the needs of the end customer.
  • The trust is higher and much stronger sales relationships.
    • conclusion
Conclusion
  • This article in-depth looks at how one can develop the art of asking questions.
  • Benet deep into the customer needs and wants so that a customized solution or answers could be given to the customer.
  • Over this enhances the sales probability manifold.
  • So also specific examples like for property dealers or say for software are given to help to elaborate various ideas and concepts of how to ask questions in various situations and domains.
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