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Please consider this free-reprint article written by:
Lawrence Groves
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Article Title: Getting To �Yes�: Asking The Right Questions
Author: Lawrence Groves
Word Count: 785
Article URL: http://www.isnare.com/?aid=50503&ca=Marketing
Format: 64cpl
Author's Email Address: lawrence[at]solo-k.com (replace [at]
with @)
Easy Publish Tool: http://www.isnare.com/html.php?aid=50503
================== ARTICLE START ==================
See how many of the following questions you can adapt to your
own sales efforts.
Situation : Despite making a good sales presentation, the
customer remains uninvolved.
Your Question: "Based on the data, it looks like you can save
$90,000 a year with this solution.
What needs to be done before you are completely comfortable
with this?"
Situation: The client agrees that there are still a number of
items that need to be cleared up
before he can make a commitment.
Your Question: "Before we get into this in any depth, can I get
your agreement on the data results?
Will you look at the facts and decide for yourself if they make
sense?"
Situation : The customer says he is considering one of your
competitors.
Your Question: "Yes, that is a good company. But we are
different.
Would you like to know why?"
Now, before you move on to pricing, you must have a commitment
from your client that there is nothing other than affordability
that would prevent them from saying YES. Never omit this step.
I realize that this is the scariest thing to say to a client
because you are often unsure of the answer.
You are nearing the end of your presentation now and it's time
to tie everything together. This process begins with
reiterating the client main issues.
Ask yourself:
1. What have you found throughout the presentation that excites
your client the most?
2. What is their most painful problem you can solve?
3. What are their deepest desires?
The answers to those questions are what you will cover here. If
you have done a thorough presentation. You should have the
answers to all of those questions
Get Agreement
Once the client is fully engaged, it's time to get the final
agreement. Once again, we reach this agreement with commitment
questions. Here the questions may be more open ended where you
allow the client to give a fuller answer than just agreeing
with you.
Open-ended questions give the client a chance to fully express
why they feel that your product is right for them. They will be
saying to you many of the things you have said to them during
the presentation if you have done a good presentation.
When you ask these questions it will either be time to finish
the sale or the client will come up with an objection you will
need to address. Either way, this is another time where you
need to be very conscious of the personality type of your
client.
Situation : You have come to the end of the sales presentation.
Your Question: "What question should I be asking that I'm not
asking?"
Any Objections?
Depending on the way your company markets, you may have clients
that are already predisposed to wanting your product. Even with
this high degree of interest, you may still encounter
objections.
Doing an in-depth investigation of your client's needs and
desires in the beginning of your presentation is key to not
having objections at the end of your presentation.
The better you know your client the more likely it is that you
will cover any potential objections
before they even come to the mind of your client.
Don't forget to continually ask �why� when you get an initial
answer to a question. That one word can make a world of
difference in you getting to the real needs of your client.
Objections decrease as you become more proficient at covering
possible objections in the body of your presentation so they
never come up at all.
Situation: The sales presentation is over. It is time to ask
for the sale with one last question.
Your Question: "Why don't you give it a try?"
YES, they want to move forward with your product. Congratulate
them on taking the one action that will improve their life this
year.
They should thank you for taking your time to show them exactly
how your product will work for them.
You have provided a valuable service to your client and that
should make you proud.
Be Prepared--Not every client will say YES.
Situation: Client declines your product or service.
Your Question: �What is there that we can do to make it work
for you?�
Now it's their turn to brainstorm your solution to their own
problem.
About The Author: Lawrence Groves is the Director of Solo 401k
Retirement Administration Services for the Retirement Group. A
nationally recognized author and retirement plan expert with
over 25 years of plan design, administration, and compliance
experience. Visit http://www.solo-k.com_wst_page2.php or
http://www.prfsite.com
Please use the HTML version of this article at:
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For more free-reprint articles by Lawrence Groves please visit:
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