Questions That Sell

Salespeople as Problem Solvers

All salespeople present themselves as problem solvers, yet most never ask clients to vividly describe the problems they are experiencing. Rarely do they ask how the clients themselves are affected by those problems. Without asking these kinds of questions, salespeople do not offer their clients the opportunity to open up and vent their frustrations. Instead of falling into this trap, learn to truly engage your customer.

In truth, any salesperson can gather facts. But the outstanding salesperson ignites the emotions of prospective customers and uncovers what motivates them to act. Unfortunately, most salespeople do not know how to spur people on to action. Either they are afraid to get to the real emotions or they ...