| Why is asking questions considered a sales | | | | site for years. His problem is the website he has |
| technique? Because, too few sales people actually | | | | is not generating any traffic and therefore he has |
| ask questions. | | | | not gotten any sales from it. So trying to sell this |
| Most salespeople just start their sales talk without | | | | person a website to increase his business will only |
| any regard for what their prospects needs and | | | | result in a lost opportunity. |
| wants are. How can you possible know what your | | | | Had you asked questions first like "what are your |
| prospect or client needs if you do all the talking? | | | | online goals, Do you already have a website or |
| The answer is simply, you can not. | | | | What are your thoughts about websites?" you |
| As a salesperson, it is your job to get people to | | | | would have discovered that this prospect has a |
| buy what you are selling. Period. To do that, you | | | | website but is extremely dissatisfied with it. |
| need to discover what your prospects problem is, | | | | Once you know what your prospects problem is, |
| this way you have the opportunity to help him | | | | you know how to address it. When you ask |
| solve it. Just spewing your sales talk does not | | | | questions early in your sales call, you will discover |
| allow you to get any information from a client or | | | | the needs and wants of your prospect so you |
| prospect. | | | | can help him get what he wants. You will close |
| Let us say for argument sake, you are selling | | | | more sales and make more money by asking |
| websites to company owners to increase their | | | | questions. |
| online presence. When you meet with your | | | | Zig Ziglar is famous for his quote "You can have |
| prospect, you start discussing the benefits of | | | | everything in life that you want if you will just |
| having an online presence and how much the | | | | help enough other people get what they want." |
| internet has grown as a source of business. | | | | The trick to doing this is to ask people questions |
| You explain how many of your other clients have | | | | so you know what it is they actually want. |
| had a tremendous increase in business as soon as | | | | Asking questions is a powerful sales technique and |
| they had a web presence. Then you show him all | | | | you should use it whenever you can. Don't make |
| the benefits of having an online presence. But... | | | | the mistake so many other salespeople make. |
| This prospect already has a website. He has had a | | | | |