You already know that asking the right questions will uncover needs and help to guide the conversation.

But -

When you’re talking with a prospect who is reluctant to give you the critical information to move forward -

How do you find out what’s REALLY important to your prospect?

Ask a compelling “high-gain” question, like

1.) “What is the ONE thing you would change…”

Or -

2.) “What is your greatest concern…”

This is Important

It might be difficult, but; stay silent until she answers your question.  

Then there is the third compelling high-gain question.

Let’s say the prospect is considering the purchase of a new copy machine.

To get her honest opinion of her current copier, question #3 works. Really works.

Compelling question #3

3.) “On a scale of one to 10 with 10 being the best, how would you rate your current copier?”

After you hear the answer, ask this question:

“What would it take to make the copier a 10?”

(And now it is critical to remain silent until after you hear the answer.)

The answer will let you know how you can earn the sale.

 

Thanks for reading – here’s wishing you a beautiful day!

Ann

PS – You will get more profit-producing ideas for your unique situation in my one-to-one 4 week once-a-week e-Course with personal coaching and sales training. To find out if this course is a good fit for your situation, send me an email: annbarr@annbarr.com and I’ll answer any question you want to ask,

Interested?  Use this registration form and email to me annbarr@annbarr.com when completed.

PPS – Good news: You can apply your BTA Membership discount for this course!

PPPS - If you know a friendly, positive person who feels s/he is not cut out for a sales position (but you disagree) please forward this post to her or him.

 

Related posts:

Get better answers with this question

One question gets an honest answer and here’s why

How to uncover the hidden objection