While closing sales, asking is usually more important than answering questions. When utilized well, questions can help shape the conversation and engage your clients in a more relevant way. Below are five sales questions that you should ask while meeting potential clients.
1. How did you hear about us?
This question can help you to know which angle to use when selling the benefit of your products or services. You can also get a preliminary understanding of your clients’ needs and wishes.
2. What are your must-haves, should-haves and could-haves?
This can help you and the clients to prioritise what should be discussed during the conversation. Avoiding to waste time on ‘could-have’ items can allow you to discuss more deeply the deal-breaking priorities.
3. What’s your decision-making process like?
In order to influence clients’ final decision, it is necessary to identify how clients think. Mastering the management of how clients think will help you secure successful sales.
4. In the next year, what needs changing in your business, and how do you see your business growing?
This question can help you to know how to establish the relationship between you and your clients. It is necessary when you want to build long-term relationships with clients.
5. Is there anything that could stop this deal from happening?
If your clients have shown a buying signal, you can directly close the sale. However, if the sale has taken a long time and your clients still haven’t shown any buying signal, asking this question can move out the roadblock and help you to close the sale sooner.