SKILL
Questions That Open Closed Prospects SELLING POWER EDITORS
A successful probing process includes a few pre- liminary steps before you can ask the questions that can lead to a close.
First, break the ice. Make some small talk to be sure you and your prospect are on comfortable ground. When you feel you have established rap- port, shift to a transition and state the purpose of your call. Next, get permission to ask questions by saying something like, “My purpose is to help you find a new way to increase your business productivity. To do that I’ll need to ask you a few questions that will help me understand your cur- rent situation. Would you mind if I ask those questions now?”
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As an alternative, you can use a re- verse question method: “The purpose of my visit today is to present specific ideas for improving your business productivity.” Now smile and say, “Before I put my foot in my mouth, I’d like to ask you a few questions that will help me understand where you are coming from.” Once you are in the probing stage, use the following questions as a guide to focus your information gath- ering efforts, and to determine where your prospect stands on making a
buying decision. 1. To make sales presentations pros- pect oriented: “What seems to be the problem?”
2. To get quick yes or no answers: “Can you let me know today?”
3. To get quick, short answers: “When can you let me know?”
4. To get the prospect to talk about a problem of his or her choice: “What opportunities do you see in the export business?”
5. To bring the conversation to a point or topic of your choice: “Just suppose you decided to put in our economy line. What level of productivity would you expect?”
6. To redirect the prospect back to
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