I read this article online about asking the right questions in the sales conversation. It’s no secret that the salesperson has an objective that they want to reach when having a sales conversation. Part of reaching that objective is having a structured way of getting there. To be structured in getting to that objective you will need to control the conversation in some way. The truth is that the buyer, or other party, is going to have their own objective as well and want to control the conversation just as much as you do. The difference is that the salesperson will have some practice and more tools in the bag to help in this area and that is exactly what this article is about, giving us more tools to use in our sales conversations.
The author starts by outlining the three areas of questions she will focus on and those are, “Discovery Questions”, “Trap-Setting Questions”, “Refine Your Discovery Skills and Win More.”
To start, the idea behind discovery questions is to ask questions to discovery the pain that your prospect is experiencing. You should never assume the pain but always discover no matter if it seems apparent to you or not. Asking open-ended discovery questions results in a two-sided conversation. Both, you, and the customer learn from the answers. When customers hear themselves admit their problems, it creates buying momentum and gives you leverage to win the deal. Discovery questions create a sense of urgency, helping you move your customer through the buying cycle.
Next is the trap-setting questions, these questions help you differentiate yourself from competition. These questions allow you to demonstrate how your solutions are better and different from the competition. They highlight the value that you provide. Just like discovery questions these are open ended as well. At the end of a good round of trap-setting questions, customers should walk away believing that your line of questioning got them thinking about areas of value that they hadn’t yet fully thought about or comprehended. This will lead them to see that your company is tailor-made to address their needs and that the competition is not.
The last section is about refining your discovery skills and winning more. This section is about being mindful in your sales conversations. Keep in mind what is working and what isn’t working.
https://www.forcemanagement.com/seller-blog/how-to-ask-the-right-questions-in-your-sales-conversation
testacr22
I think the last thing you touched on is really important. In a lot of selling situations, there is an extended interaction with the person and in the extended interaction there is possibility for many different sales techniques to be used. Finding what does not work and not doing that again is very important.
it is so important to make sure you ask the right questions at the right time and the right amount. To make sure you are answering a question with a question, that you are not making seagull statements and asking instead helpful questions etc.