Most service professionals I know struggle with holding productive sales conversations. They either avoid them altogether and never get close to the sale or blab so much about what they offer, that they turn people off and lose the deal anyway.
The key is to get your prospects talking so they convince themselves that you are the perfect solution to their problems. And the way to get them talking is by asking them questions designed to reveal their hopes and dreams and obstacles to their success. It is through skillful questioning that many a fortune are made.
My friend Lynn Hennessy, owner of a highly successful insurance agency, has her team using 4 simple questions with great success. Lynn learned them from Marvelous Marvin LeBlanc, The Cajun Trainavator.
They are similar to the questions I use, but so short and crisp, I had to ask if I could share them with you, so here they are!
1. When it comes to (insert your product or service), what do you currently have?
2. What do you like about it?
3. What do you dislike?
4. What do you want instead?
Your prospect has now just laid out a roadmap for you to engage them in a conversation that is relevant for them about what you have to offer and how it can address their needs (only if it legitimately does, of course).
Leading with these questions won’t guarantee you close the sale, but I’ll bet your closing ratio will go up. So try them out and let me know.