Last week, I was in a meeting with a potential new client; who has since become a new client, and the owner stated: “Why do you ask so many questions, Joe?” Well, the answer to that question is quite simple; I replied: “To better understand your challenges and to discover if we are actually a fit.”
The challenge is that questions have to be very strategic and thought provoking to get the prospect to provide pertinent information. You must always have an array of questions at your disposal; which is why when we work together, we will work on developing your 20 Power Questions.
Here are five of many questions to ask your prospect or client to get you started:
- Why? A one-word question which when asked, the prospect cannot help themselves but to provide not only the information you were looking for but so much more. If you really want to know the expert in asking this question, go have a conversation with a four-year-old and try to hold back information. If the response from your prospect is: “Because.” Think, what does the four-year-old say when you answer with that? It is usually: “Because why?” If it’s good enough for a four-year-old, it’s good enough for you.
- If you could wave a magic wand, what would you change? This will provide you with some insight as to what exactly the objective of the prospect is. Since the magic wand is pretend they will provide you with the information and go above and beyond in proving information that you were not asking about. If you can provide the solution, then a simple: “Oh, is that all? Are you sure there is nothing else?”
- Which of your competitors do you worry about the most? Once they tell you, then simply go to question one. They will provide you with their perceived weaknesses which again allows you to formulate the solution for them. However, there is a very strategic time to provide that solution and it’s not at this time. That happens much later.
- When do we start working together? There is no ambiguity in this statement. It’s not a question of ‘if’, but rather ‘when’. The mindset is that the ‘deal is done’ lets’ get to work. This usually happens towards the end of the presentation and can be used as a trial close. It also brings out any questions that are still lingering in their mind.
- What is our next step? What I find most baffling is that salespeople have a difficult time asking for the order. The truth is that you are getting paid for making sales, but how can you make sales if you don’t ask for the sale? Instead of coming right out and saying: “Can I have the order?” All that may get you is a no. By asking what is our next step, you are in essence saying the same thing. The exception is that doing it this way, the prospect can ask for more information, or, ask clarifying questions in order to feel 100% satisfied with their purchase.
Without questions, there is no conversation, but there is a lot of telling. No one likes to be told what they need or want, but they do like to come to their own conclusion.
When do you want to work on your 20 Power Questions and also on the appropriate time to use them? Register for The Action Suite. This is where the talking stops and the doing gets done. We develop tools, as well as knowledge and know-how to implement immediately into your business, in order for you take those extra steps towards the next level towards your own personal success. What is our next step?