We’re fortunate, because nearly 100% of our new customers/clients come via referrals. Therefore, I regularly receive phone calls from people that I’ve never previously met.
After exchanging names and pleasantries, I always ask, “What were you hoping that we could do for you?”
I love open-ended questions; especially this one!
However, I know that some of you don’t get as many referrals due to your business model. Therefore, you must first approach prospects before they approach you.
Find a way to “frame” your opening question that keeps the answer within boundaries, but allows for flexibility.
For example, I might ask, “Our company has been very successful helping other companies similar to yours in growing sales. We’ve done so in a myriad of different ways. What areas related toward your sales growth have you been thinking about of late?”
After fully exploring the other person’s needs, situation and goals, I provide several options that will help them. Once we have collaborated together and have reviewed the options, I ask this closing question: “What would you like to have happen next?”
This question gives the prospect complete control to make a purchasing decision or to request more time to think things through. I’m comfortable with either outcome, because I’ve been extrememely thorough while interviewing them.
Asking the right questions (the right way) is—without question—the most important skill/habit you can ever adopt to ensure your success in sales!
I would be very interested in learning from you people. Please post questions you’ve learned to ask that is effective at getting others to open up to you (regarding either pain or desired improvements) that don’t put people on the defensive.