Probing: Leading and Controlling with Questions
What: is a probe
Why: do we use probes
Questions are one of the most powerful weapons in a salesperson’s arsenal of procedures and techniques. Questions require a prospect to participate actively in the sale. Questions help us learn the prospects hidden wants and needs. Questions give us time to gain lost composure.
We must become excellent question askers and effective listeners.
When sales people, particularly junior sales people are faced with client’s problems they are so intent of doing a great job and solving problems that they do themselves and their clients a disservice by jumping in with an answer or solution.
What is sales? Leading someone in a direction that you know is good for them.
When you are talking, you’re only learning what you Already know.
We push with Statements and we pull with Questions.
The reason we ask questions is to learn how to Lead, instead of being too strong with our opinions.
Questioning allows us to isolate areas of interest.
Questions can be used to stimulate negative/positive buying emotions.
They’re also used to isolate an answer and overcome objections.
You must ask questions that a prospect can answer because if you say it, they doubt it. If they say it, it’s true. Selling is not telling. Selling is asking questions to uncover the obstacles that are standing between you and the sale.
Always begin with open probes. Open probes allow the buyer to speak their mind.
Continue with open probes until you a) close for a commitment
b) change topic of discussion.
* Does your company look today like you thought it would when you established it? How’s that?
* Why did you get into business for yourself?
* Why did you choose this industry?
* What do you like most about your role?
* What industry changes have you seen over the years?
* What are your future plans for the business?
* How has technology affected your business?
Use close probes to:
Isolate needs with un-responsive prospects
Direct the conversation to new issues
Confirm a suspected need
* Do you see how this could benefit you?
* Fair enough?
* Does that compare to what you are paying now?
* Does that make sense?
* Do you see how this could help you save money?
* Will this change give you a competitive edge?
* Are you ready to move forward?
A successful close has to be based on information willingly provided by the prospect regarding his/her needs and attitudes about your products benefits and any objections they may have. Thus the directing and controlling of the sales conversation is the most important skill in successful selling.
Practice Drill Rehearse:
1. Have a conversation using only open probes
2. Have a conversation using only closed probes
Notice how the conversation flows when you are only using closed probes.
Tired of your sales job? How about working with the top home based business internet marketing company. Use your sales skills, leverage your time and make in a month what you are currently making in a year. You can work from home or work from the Bahamas. Your choice. Visit my site at http://www.myiflylikeaneagle.com.
About the Author
Kiven Wenman is a VP of Sales in the recruitment industry & Sales Coach specializing in helping his clients reach their full potential. Kiven takes an introspective approach, helping his clients step outside of themselves in order to have a clear look back inside to see themselves as others perceive them.
Kiven can be reached at email@example.com