SALES TIP OF THE WEEK: The Answer to Your Customers Test: A Question Of Course

Let’s face it the answer to all questions is really a question. What I mean is that somewhere inside the customer already knows the answer to the question they are asking you. They just want to see what you take on it is. Basically they are testing you to see what you know and ho good your are. If you are like me, you prefer to take that kind of test after you have already looked at the answers.

This is a foreign concept to some. For instance, do you always read the directions first before assembling something as simple as a child’s toy? Or do you plough ahead first, get stuck in the middle, scratch your head a few times and then go look through the pile of stuff for the directions? The concept you may be missing is one of LEARNING first before you take action and give your answer.

Questions are the key to good selling. Good questions will get you the right answer before you take the test. Good answers help you sell and sell more. Here are some great questions that you simply must bring with you.

The Who Questions
Find out where they got the information in the first place. When asked about a product, ask who told them about it.

“John it sounds like you did your homework. Who told you about that product?”

Also never assume that the person you are taking to is the decision-maker. Ask who else could influence the sale. Know the who all the players are so you can create a good strategy.

“John, aside from you is there anyone else we need to consult with about this decision?”

The When Question
It’s amazing at how many people forget to ask to question:

“Jim, when are you hoping to go forward with the project?”

“When are you hoping to make the final decision on who you will have do the work?”

These questions help you to create urgency. It show’s that you will not move forward until it is time to do so. Knowing this answer to this helps you to create a presentation strategy as well.

The Why Question
Asking why your client really wants and desires your service helps to assess the net impact of your solution. The first question is always just a surface question while the second and third ones one’s help to clarify the “real net impact” of your service.

“So why have you decided to replace the equipment when you could just repair it?”

“I know it’s getting old, but that doesn’t address why you think replacement is the answer. Besides age, what other reason do you have for purchasing a new one?”

“What if you didn’t replace it and just kept the old one. What would happen then?”

The net impact makes your customer think about the “butterfly or rippling effect” of the problem. It gets them to think further than the conscious and logical reason they buy.

Basically you want them to say, “Yeah, I didn’t really think about how bad this problem has been.” It makes their emotional need to get rid of their pain present front and center.

Suddenly, minor problems are more serious. Or, you may discover that the problem is really not that serious and you could just sell another one of your services that they really need.

So what are the answers to your customers test? The answers are always a Question of course. Use just some of these questions to ask you client before you make your presentation of solutions to your customer. Remember that your presentation is like the final exam for you with your customer. You will find it very easy to take and pass this test when you have the correct answers right in front of you.

Joe Crisara
ContractorSelling.com