Question: How do YOU keep your prospect engaged in a conversation that will put them in a buying atmosphere?

Answer: By asking engaging questions that will get your prospect to listen and offer you more information about THEM.

Remember this, when you are in a selling situation with a prospect, you want to make sure you make it about THEM. How can you help THEM?

Prospects don’t want to hear about you or the company you work for. They don’t care that you’ve been in business 25 years. And they really don’t want to read your boring brochure that says the same exact thing you just told them.

The prospect only cares about ‘what’s in it for ‘them’. They want to know how you can help them.

What’s going to be the outcome of their purchase once they take ownership?

And I order for you to help them, you have to know what their concerns are. What do they worry about most in their business?

I’ll give you a short list of things that managers, CEO’s, and business leaders worry about most;

*Making a profit

*Employee turn-over

*Customer satisfaction

*And making a profit. Oh, did I say that already? I can’t stress that enough.

How is what you’re selling going to make your prospect more money? Not, how much money you are going to save them!

You’re going to have to come up with questions you can ask a prospect that addresses this very important concern.

Can you do it? Sure you can. You’re just going to need to sit down and do some work. Put yourself in the prospects shoes for a little while.

The following are a few examples of a power question lead-in:

*What do you look for…?

*What have you found…?

*What has been your experience…?

*How have you successfully used…?

When you ask engaging questions it gets the prospect thinking and reflecting. They may see themselves using your product.

And in the end, that’s exactly what you want. To get them thinking about a good outcome.

If that happens, YOU will get the sale.

Happy selling.

Bob Theriot is a Gitomer Certified Advisor. He is qualified and authorized to sell and deliver Jeffrey Gitomer’s body of work both online and in the classroom. Bob was trained personally by Jeffrey himself. For more information about Bob visit www.BobTheriot.com or on Twitter @BobTheriot

 

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