Friday, September 21, 2012

Why you should use questions to sell

How you should use questions to sell

There's an expression: "telling is not selling".  No one likes to be told what they should or should not do. Not kids, not adults, not anyone.  People like to make their own decisions so be sure to ask your clients questions to get them talking instead of just telling them what to do.

Instead of just telling your prospect why they should buy your product, ask them what their needs are, then propose your product as a solution.

Here's an example. If you are a personal trainer or sell health products, the worst thing you can do is tell someone that they need to use you or your products to lose a few pounds.  How offensive right? But it happens all the time.  Instead ask something like, "Can you please tell me about some of your fitness goals?" or "What would it mean to you to be in better shape?"  You will get a multitude of answers, but your response is the same. Your solution to their problem that THEY told you about and not the problem that YOU told them about. It's a huge difference.  When you ask your clients questions, they basically sell themselves.