ASKING BETTER QUESTIONS… memorizing a script is not the right way to communicate effectively. It’s tedious, it’s uncomfortable, and often your delivery is unnatural. At the same time, asking the right questions is hugely important. Here’s a few great questions to add to your repertoire to help you make more sales faster…
BK’S NUGGET QUESTIONS
1. Pricing a home too high… “How’s that going to help you get your home sold faster?”
2. Looking for more information… “Interesting, could you tell me more about that?”
3. Motivation… “What’s the most important thing you want to achieve in selling your home?”
4. Stuck on the fence… “What’s the next step for you?”
5. Going in the wrong direction… “Why would you want to do that?”
6. Redirecting them… “That sort of approach is not going to serve you very well, may I explain?”
7. Pinning them down… “How long will you wait before you decide to…?”
8. The better option question… instead of asking “What are you looking for in a Salesperson?” Start using this approach… “How will you decide who you will choose to work with?”
9. Decision-makers… “Who will be involved in the final decision?”
10. Setting the appointment…Don’t ask “When would you like to get together?”… Rather… “I have time available today at 3 PM or tomorrow at 1:30 PM… which is better for you?”
11. Confirming the value of your features/benefits… “Isn’t that what you’re looking for?”
12. Closing quicker… “Is there anything else we need to look at before we go ahead and do the paperwork?”
Too often I hear Salespeople saying things like… “Yeah Bruce, I’m already doing that”. They think they are but when when I ask them to role-play… they stumble all over themselves and they don’t ask enough questions. How well would you do if I asked you to role play with me? Challenge yourself to look at the above list and see how often you use some of these proven techniques. Don’t memorize them, just incorporate the ones you like into your day-to-day conversation. My challenge for you is this… “Could you be asking more questions? Could you be asking better questions? What questions could you add to your routine that will help you be more effective?” NO Excuses.