Time is of the essence in every sales conversation. Prospects are busy. If you don’t ask the right questions quickly, you risk losing their interest, attention and trust. How can you be efficient and cut to the chase? Ask the right questions.
Marc Wayshak, a bestselling author, keynote speaker and renowned sales strategist, says it’s crucial to have a set of quick sales phrases that prompt prospects to open up. They may share a big issue, but they typically withhold the entire challenge unless prompted to share.
The sooner you get to the bottom of the prospect’s primary needs, challenges and desires, the better you can customize your pitch and show that you’re genuinely interested in solving their problems.
In this issue of PromoPro Daily, we share Wayshak’s guidance on the super-fast phrases and questions that get prospects to fully reveal their concerns.
“Tell me more about that.” When the prospect mentions an important point, say something like, “Wow, that’s interesting! Tell me more about that.” Wayshak says this encourages prospects to delve deeper into their thoughts and experiences. It allows for richer insights compared to simply acknowledging surface-level statements.
“Why do you think that is?” Instead of jumping into your sales pitch, pause and ask this super-fast question. Wayshak says it prompts the prospect to explain their perspective on why a certain situation is unfolding. This question inspires them to think through their own understanding of the problem, which can lead to deeper insights.
“What prompts you to say that?” According to Wayshak, you should ask this question because it helps shift the conversation dynamics and prompts prospects to take a more active role in the conversation. It also empowers them to explain the reasons behind their statements or questions.
“Why is that?” The prospect’s responses can shed light on insight you may have missed earlier. It’s a simple question, but when you use it throughout your sales conversations, you can encourage prospects to expand upon their goals, challenges or objectives.
Your prospects are just like you – they appreciate directness and clarity. Whether you’re interacting face to face, over the phone or via email, make sure you quickly engage them and address their needs. When you ask the questions above, you can gain deeper insights that can lead to closed deals.
Compiled by Audrey Sellers
Source: Marc Wayshak is a sales strategist and bestselling author. He’s also a keynote speaker and the founder of Sales Insights Lab, a training and data research firm.
