The greatest gift you can give someone is to ask what he or she thinks, and truly listen to the answer.
In their new book “Power Questions: Build Relationships, Win New Business and Influence others”, authors Andrew Sobel and Jerold Panas transform this idea into practice and demonstrate the powerful outcomes and benefits.
Having recently outlined six steps to set your sales rocketing, we now focus on how asking the right questions will boost sales by developing stronger relations with existing customers and bring in new ones.
In a recent interview with Barry Moltz, Andrew Sobel described the 5 Power Questions top sales professionals and CEOs should be asking their customers:
1. What are your strategies (plans) right now?
Knowing this will help build a credible relationship and offer the right product and service solutions for your customers. You should also be ready to share successful strategies other customers have used.
2. What are you personally excited about as you look ahead?
Sobel says people “light up” when asked this question because they are excited about what the future can hold and it opens up rivers of opportunity if you listen carefully to the answers.
3. Who makes the final decision?
This is critical to know because you need to know you are meeting with the right person – the decision maker. Cutting down on wasteful meetings will boost productivity and eventual sales
4. What would you say are the three top priorities you’re grappling with now?
This unearths what your customers and prospects have tried and what initiatives they have in place giving you a clear idea of you have to do to oust the competition.
5. What’s the single most important action for success?
This is a killer question to ask of both your customers and their employees, people throughout the organisation will have different and valuable perspectives and satisfying as many as possible with further cement relations.
What great questions do you ask to build your relationships and your business? To hear more on how I can help you to turbocharge your sales teams to achieve growth, contact me on email@example.com or go to @richardwhatif on Twitter, Richard Bosworth on LinkedIn or www.whatifforums.com.