How Can You Use The Right Questions To Sell More Products?
The most integral part of your sales pitch isn’t what you say but how. Instead of lecturing and telling people about all the benefits from start to finish without any Q&A or input on their end, it’s better if they can ask questions that draw out more information for themselves, so it feels less “lecture-like.”
At the very least, you can run your innovative business idea using a quite clever and creative angle. You can also grasp a lot from what your prospects wish to know from you and what they require.
- Keep Open-Ended Questions
A successful presentation is understanding your prospect’s needs and wants. Start with asking open-ended questions during the sales call, such as “What are some of the benefits that interest or excite you?, How does your product make their life easier?.” By getting prospects to speak freely on these topics without being prompted by an awkward silence from both parties involved in the conversation, we can gain valuable insights into which points might be most persuasive based on responses alone.
- Read their Minds and Expressions
If you feel that the prospect is merely answering questions because they have been asked to do so, move on! You can never tell how much information will help with your decision making/ business strategy planning, and it’s better not to waste time or resources trying out new tactics when someone doesn’t seem interested enough already.
What are they saying? Is it sounding like a genuine interest or just answering questions because you asked them? Their body language should reflect the same, too. If there’s an over video conference, watch out for nonverbal cues that might show how interested someone may be in what we have.
- Ask them about their Budget.
Capital is always a touchy subject, but it’s something that every business owner needs to think about in their journey of innovation and entrepreneurship. When you’re trying to sell your product or service, one of the most important things to find out is how much your customer is willing to spend. You don’t want to waste your time pitching someone who can’t afford what you’re selling, and you also don’t want to lowball someone who might be willing to pay more.
If you’re communicating with someone who seems interested in what you’re offering, but you’re not sure if they can afford it, ask them what their budget is. They may not want to give you a straight answer, but you should be able to get a general idea of how much they’re willing to spend.
- Close your Pitch with Follow-Ups
Without establishing the next steps, you’re essentially leaving the door open for the sale to fall through. By verbally saying that you’ll be emailing them or sending the contract, you’re holding yourself accountable and giving the potential client a timeline of what to expect. They can also follow up with you if they haven’t heard anything.
In short, always close a sales call by establishing the next steps. This will help move the sale along and ensure that both parties are on the same page. By doing so, you’ll increase your chances of closing the deal.
In the case of B2B Sales
- Knowing about their Business
This is a great icebreaker when you’re trying to establish rapport with a potential customer. It also demonstrates that you’re interested in their business and wants to learn more about what they do.
Asking questions is an excellent way to gather the information you can use to sell your products or services.
2. Asking them about their Industry and Interests
You speciﬁcally want to know what motivates them. This is the key to understanding their buying process and how you can inﬂuence it. It also allows you to see if any common objections come up so you can be prepared with an answer. If you can understand what drives your prospects, you can more easily sell to them. You’ll know what objections to anticipate and how to position your products better.
So never fear; ask lots of questions. It’s the best way to get to know your prospect and learn how to sell them your products.
3. What are their Pain Points?
You need to understand their business and what they’re trying to achieve. Only then can you offer them a solution that will help them move forward. If you can’t do that, you’re not selling them anything of value — you’re just selling them a product. And nobody wants to buy a product. They want to buy a solution.
The only way to determine whether a prospect has a real need for your product is by asking the right questions. By understanding your prospect’s business and their specific needs, you’ll be able to provide them with a solution that will truly help them succeed.
If you can master the art of selling, you’ll be able to close deals with any prospect. Keep these tips in your mind the next time you’re on a sales call, and you’ll be sure to see success. Good luck!
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