10 questions to ask your prospect before closing a sale. Happiness is a wonderful feeling. Happiness is what we all seek. But, in this real 3-dimensional world, getting to happiness first requires a trip. A trip through a town named, PAIN. Pain is a necessary stop on the way to the town of Happiness.
I will admit, while I have always at first avoided the trip through rejection and pain. I’ve however learned more and grown more, by traveling to Pain and overcoming rejection than I learned from happiness.
My point in stating this is to sell, or more appropriately said… influence someone… to help them get what they need and want, you as a salesperson must help them get relief from their pain. I don’t know about you but I know no one who is looking for relief from happiness. They are looking for relief from pain.
As a compassionate person first, salesperson second, you must uncover and relieve a prospects pain to make a sale and help them get what they want.
Oh, and by the way if you think SELL is a 4 letter word you need to figure out why you think that. SELL is a good word. And while you’re at it, if you are uncomfortable with SELL’s sister’s MONEY and PROFIT; please quickly figure that out at the same time. My experience in success coaching has shown me that people who hate the words SELL, PROFIT and MONEY for some reason love the word POOR.
Now, let’s get to the heart of this sales lesson.
Can you improve your sales skills? Is selling a challenge at times? If you don’t close most of your prospects then please take a look at the following 10 questions you will want to cover on a sales call.
10 questions to ask your prospect before closing a sale.
In sales, you need to ask salient questions to uncover your prospects needs and pain. In addition to asking probing questions, you also have to do a lot of listening. We have two ears and one mouth. I suggest you keep that ratio in mind. Listen twice as much as you talk. Ask these 10 questions and listen to their answers. I mean…really listen. Important, please do not make a closing till you can answer all these questions. Never offer a solution till you first know their Pain. Then tailor your solution to overcoming their Pain.
10 questions to ask every prospect before closing a sale.
- What keeps them awake at night, staring at the ceiling?
- What are they afraid of?
- What are they angry about?
- What are their top three daily frustrations?
- What challenges are occurring in their business or personal life?
- What do they secretly, really desire most?
- Figure out if there is a built-in bias to the way they make decisions?
- (Example: engineers, tech people = exceptionally analytical. Salespeople are more emotional)
- Do they have trust issues?
- Who else is meeting with them selling something similar to them?
- Who else tried selling them something similar, and what happened?
SO, LET’S RECAP THE 10 BEST SALES QUESTIONS. Remember, be honest, be caring, be compassionate. Relax and don’t rush. Spend the majority of your time with a prospect in the interviewing process. Make sure you and the client see the needs, wants and most of all, the Pain that will go away when they purchase your service or product.
Make sure you know and overcome all their conscious and unconscious objections before you go for the close. Buyers are naturally skeptical. It’s a survival mechanism. Buyers are afraid and distrustful of being made a fool of. To close the deal you must first overcome their fears.
Ask these 10 questions and listen to their answers. I mean…really listen. Do not attempt to close a sale until you get answers to these 10 questions. Never offer a solution till you first know their pain and show them your product or service will provide the solution. Through 30 years of selling I can tell you this; when you do ask these 10 question, listen intently and desire to really help your prospect the close will come fast and painless.
Author of 10 questions to ask your prospect before closing a sale is Steven Monahan. Steven is a former fortune 100 Senior Executive. He then became a successful entrepreneur. He is now Managing Director of IDEAS INSTITUTE GEORGIA and author of the top 50 Business & Career Book – THE ONE THING WORKBOOK.