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How Questions Will Help You Close Sales And Overcome Objections

By Carl Davidson

Republish: EasyPublish™ Published: 30Jul2009 Word count: 425 Viewed: 320 time(s) Get Free Content For Your Site

Many of us in sales seem to focus on two parts to selling and it may be the wrong areas. Most salespeople naturally focus on doing a great presentation and on closing the sale. The problem is that this focus leaves out the area that allows us to present and close successfully...the interview.

My wife and I recently have been looking for a new car. Last week we went to five dealerships. At each one, the salesperson asked us nothing about why we wanted the model we were considering, what was important to us in a vehicle or why we were looking at this time. Instead, the salespeople went into a presentation that was mostly of no interest to us. When we left, I am sure they categorized us as "tire kickers" but the truth was the salesperson failed to interest us.

The foundation to any sale is the interview stage. This is where you casually ask questions that will tell you how to present and how to close. In the interview stage, you should look casual and interested in your customers. You can't make the interview look like an interrogation.

The interview should consist of open ended questions. That is questions that cannot be answered with a simple "yes" or "no". Be sure you are asking all parties their views and not zeroing in on anyone at this stage. Your open ended questions should reveal what you need to know like:
* Why are they looking to buy at this time?
* What are they using now?
* How is that working for them?
* What do they like most about what they use now?
* What don't they like about what they use now?
* What price or payment range are they in now?
* What's holding them back from this purchase?

People love to talk about themselves. If you do the interview casually and with interest, you customers will enjoy it and they will tell you exactly what you need to know to present and close.

Don't rush the interview. Pause after their answers to see if they want to add more. Use extenders like, "Uh huh", "How do you mean?", "really" and other words that encourage your customer to add more to their thoughts.

If you spend the time to get to know your customers before you present and close, you will be far more successful. In another article, we will look at how to use what you learn in the interview to customize the presentation, the reason to buy now (the secret ingredient) and the close.

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