You already know that asking the right questions will uncover needs and help to guide the conversation.
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 one of 3 compelling “high-gain” questions, like
1.) “What is the ONE thing you would change…”
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!
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: firstname.lastname@example.org and I’ll answer any question you want to ask,
Interested? Use this registration form and email to me email@example.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.