January 27, 2016 by L'areal Lipkins in Sales Process
Most people realize that asking questions is an important skill in sales, however it’s not simply about asking random questions. You need to be able to ask the right question at the right time to truly be successful.
Here are three things to keep in mind to be more successful when questioning a prospect:
- Make sure you aren’t asking leading questions- Don’t ask questions that make a prospect feel as if you’re “leading” them down a specific path or answer in a way that’s beneficial to you. Prospects can easily become defensive, which can kill a deal.
- Do not ask close ended questions- Asking “yes” or “no” questions can make a conversation drag on too long.This will make it harder to find the information that you need.
- Get out of your own head- Sometimes we have a specific talk-track that we go down when speaking to a prospect, and we don’t always actually listen to what they are saying.
If you ask the right question at the right time, you can become fully engaged in a conversation and gather the information you need to close the deal.
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