Landing the sale is all about putting yourself in the mindset of the customer. This means asking the right questions that show you have their best interests in mind. Inc.com’s Young Entrepreneur Council recently published a September 10 article in which entrepreneurs shared their top sales questions that help close the deal.
- What would you like to achieve?
A potential client is talking to you because they have a specific goal in mind. Asking about that goal can help you better position yourself as their pathway to achieving it.
Then you can tailor your pitch so that it focuses on the aspects of the product that are most important to the potential client.
- What is your biggest problem?
Inquiring about challenges can help you cut to the core of what your prospective client needs. After all, sales are about selling a solution to a problem. If you can clearly show someone why your solution solves their issues, then it's an easier close.
- Are you ready to start earning a return on your investment? No one wants to spend money on a product or service that doesn't provide value. In the case of employee benefits, particularly voluntary benefits, it’s all about furthering employee recruitment and retention efforts, especially in today’s tight labor market.
- If you were in my shoes, what would you recommend? Sometimes, simply turning the tables and asking a client how they would try to sell to themselves can give you incredible insight into what they truly want. People can be very vocal about what they need, but they often hold back, as well. Many times, asking a customer this question takes them by surprise and shakes loose one more showstopper that can close the deal.
- How could you see us working together? It's important to help your customer make the connection in their minds about you working with them. Asking them how they envision your team's collaboration can facilitate this connection. It's an open-ended question that lets them start to sell themselves. If they can't answer that question, either there's a lot more work to be done, or it may not be a good fit for either business.
- What would you like to happen next? Asking a potential customer what they want to happen can give real insights into their desires and expectations. It also avoids putting undue pressure on them to commit, which often scares prospects off. Empathizing with your customer's needs shows that their business is important, and that you're willing to work with them on a timeline that's convenient for them.
- What do I need to do to earn your business? This is one of the most powerful questions you can ask a prospective client. When asking someone this question upfront, they seem to give an honest answer toward the steps that need to be taken.