Selling questions: how to gently push towards a purchase

[Mimaktsa10]

The ability to ask questions is always useful. And especially in sales. After all, selling questions are a powerful marketing tool that endows the seller with truly magical abilities.

Selling questions: specifics
The biggest deals happen not by themselves, but because of well-posed questions. With their help, the seller builds cooperation, and does not just try to sell with all his might. The client sees this, understands that he is important, and therefore ensures his favor and loyalty to the brand or store.

Selling questions: specifics

Selling questions are divided into several types, depending on the goal they pursue:

Studying the situation . It is worth starting with identifying anguilla email list 7582 contact leads the client's needs. It makes sense to sell a product to someone who needs it and whose problems it will solve, otherwise it is a banal push that will push away. "What are you looking for?", "What did you come for?", "What product exactly do you need?" - these are some basic questions with which the seller probes the ground.
Identifying criteria . The main thing is to determine what characteristics are important to the client, what he pays attention to. He should say this himself. For example, the seller thinks that the consumer is guided by the price, but the design is important to him. Even if the seller is 100% sure that he knows better, the client needs to be asked. "What do you pay attention to?", "What criteria are important to you?", "What do you prefer?"
Identifying fears . It is necessary to understand what exactly the client is worried about and what he is wary of in connection with the purchase of the product. The product will be of poor quality, will be lost on the way, will have to overpay - who knows what fears. And you can get to them by asking the client questions: "What are you afraid of?", "What would upset you?", "What would you not like to see in this product?"
Finding out the reasons . You should find out what prompted the client to contact you when you do not have the product he is looking for. Having found out the reasons, you can offer him another solution. "Why do you choose this product?" is a question that has led out of more than one dead end: the consumer is often ready for an alternative.
The price of the issue . Often, customers leave after seeing the price. A skilled salesperson will find out the financial limits acceptable to the consumer and will be able to find a way out. And even if the cost is higher than the buyer planned, competent argumentation and demonstration of advantages will help to convince him.
What is a question funnel?
At the stage of identifying needs, I use a special technique – the so-called question funnel. They smoothly turn even a confused client into a confident buyer.

Open . Clarify the situation. Require a detailed answer, help to get the client talking, push him to dialogue. "What characteristic is important?", "What are you looking for in a specific model?", "What do you prefer?"
Alternative . Lead to the sale. Here the buyer has to make a choice from the proposed options, specify the answers. "Which puzzle would be suitable - plastic or cardboard?", "Do you need a black or white folder?"
Closed . They confirm the deal. And they allow you to dot the i's: "Does it suit you?", "Is this what you wanted?" They will help the seller understand whether he has identified the needs correctly, and in the eyes of the client they make him attentive.
What is a question funnel?

What should the questions be?
The right questions are not only asked in the right way, they are also:

accurate;
in moderation;
thought out in advance:
does not look like an interrogation;
without false enthusiasm.
The seller needs to listen and hear the client , not to pollute the dialogue with his opinion. And avoid the banal: "How can I help you?"

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