Are you familiar with involvement questions and how to use them? If not, you should be. They are one of the most powerful sales success secrets. When you’ve mastered their use, you’ll be capable of generating a substantial increase in your sales. Let’s start with a completely non-controversial observation. Your top objective as a salesperson is to discover what your prospects’ needs are and to find a way to fill them. That’s not a new, unique or earth-shattering statement. It’s not what one would call a “paradigm shifter”. It’s basic stuff.
What doesn’t seem quite as basic to some in the world of sales is how that observation needs to govern the salesperson’s behavior. Sales pros realize that they’re supposed to be finding and filling needs, but they don’t really make much of an effort to do so.
That’s where the success secrets we call involvement questions enter the picture. These are the queries you can direct at a prospect that will naturally lead them to give you the kind of information you need to better recognize their needs and to assess how to satisfy them.
The idea is to ask questions that will elicit a truly informative response. Good involvement questions will help you to identify what’s really happening under the surface, allowing you to creatively construct the perfect offer. That’s almost impossible to do when you don’t have a sense of what’s really going on in the minds of your prospects. “Why are you interested in our product/service?” That’s a perfect example. It’s not a simple yes/no question, it opens the door to real communication and compels the prospect to provide you with real clues about his or her goals and needs.
One of the most powerful success secrets in the field of sales is the ability to ask the right question. If you’re getting your prospects to open up and to provide meaningful information, you’re well-positioned to close a deal. If you’re not asking the right questions, you’re not getting the kind of perspective you need to really “get” your prospect and how to treat him or her.
Try it out. It works. Today, make a point of asking some savvy questions of your prospects. Mine them for information that will help you devise the very best possible way to help them. As a sales professional, that’s your job, right? The right questions will help you do that job like a true champion.