Brian Tracy's Sales Millionaire Techniques: The Power of Asking
The power is on the side of the people who could ask good questions.
- Ask the customer about their real problems and needs
- Ask the customer about the goals your products and services could help them achieve
- Ask the customer the problems your products and services could help you solve
You need to…
- Ask politely
- Ask confidently
- Ask warmly
Think about the list of questions you are going to ask before going into a sales situation. You could prepare an agenda of the questions and go through them with your prospects. Here is a list of examples:
- What are they doing now?
- How’s it working?
- What are their plans for the future?
- What are their key concerns?
- What do you want more or less of?
Instead of a regular salesperson, position yourself as a consultant and ask good questions to evoke your customers’ needs.
