Questions Are The Answer

So why are questions the answer? Why will questions do the selling for you?

Questions will do the selling for you provided you have the “Question 3-legged stool” in place.

The 3 legs are:

1. You ask the “right” questions
2. You actively listen to the answers (obvious I know, but not always followed)
3. You have the intent to help your potential client get what they want.

Just suppose you ask the right questions but don’t listen to the answers? Do you think your potential client will want to buy from you? Just suppose you’re great at listening and you really want to help your potential client, but you ask the wrong questions. Do you think they will want to buy from you? I hope you get the picture. In order for the questions to do the selling for you, you need all 3 legs of the “Question 3-legged stool” in place. Let’s look more closely at the “right” questions leg.

The “right” questions leg involves several types of questions.

Initially you need to ask questions to uncover whether the potential client has any problems that you can solve. Once you know a potential client has a problem you can solve, it is very tempting to start talking about how you can solve it for them. If you leap in at this point with your solution, chances are they won’t become your client. You now need to ask more questions.

Now you need to ask questions so they will explain to you (and themselves) what the impact would be both personally and professionally if they don’t get their problem solved. Often you will find that your potential client has not really thought through all the impacts. They will appreciate you caring enough to ask.

It’s still not time to jump in with your solution and to tell them you have the answer. Resist the temptation. You still need to keep asking questions.

Now you need to ask what difference it would make to them (from both a professional and personal perspective) if they solved this problem. What do they see as the benefits? This is the point at which they will start to sell themselves. They know the impact of not solving the problem, and now they (not you) are telling themselves the benefits of solving it. Your questions have done the selling and they will now be very receptive to hearing how you can help. Now is the time to talk about your solution.

So questions do the selling because they are the vehicle you use to get your potential client to tell themselves all the benefits and results from solving their problem. Via your questions, they tell and sell themselves on why they want the problem solved and what difference it will make.

But remember, this only works if you are really listening to the answers and your intent is to help. Keep remembering and practicing the “Question 3-legged stool” and watch the impact on your sales conversations, your relationships and your results.

©Tessa Stowe, Sales Conversation, 2007
Tessa Stowe teaches small business owners and recovering salespeople 10 simple steps to turn conversations into clients without being sales-y or pushy. Her FREE monthly Sales Conversation newsletter is full of tips on how to sell your services by just being yourself. Sign up now at www.salesconversation.com.

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Posted by Manuel

Manuel Montala was an online entrepreneur who enjoys blogging about entrepreneurship and gathering information for his blog to help budding entrepreneurs. You can also reach him on twitter: http://twitter.com/mmontala

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