“If” questions keep sales conversations moving forward

December 3, 2010

We recently talked about how to overcome a prospect’s “buying objections” during a sales situation. It is critical for salespeople to know how to respond to these types of objections in order to overcome them and close the sale.

Next, we’ll discuss getting permission to continue the conversation asking “if” questions. No one wants to deal with a pushy, overbearing salesperson these days. Prospects want to believe that what you’re offering them is custom-tailored to their needs. This is where “if” questions come in — they allow you to hypothetically dismiss a prospect’s objection AND put the spotlight on the value of your product or service.

Example of a great “if” question:

“Ms. Prospect, if I can demonstrate to you how our product or service can not only fit into your budget, but also provide your business immense value, would you be open to hear more about it?”

It does two things: 1) It demonstrates respect; 2) It acknowledges the prospects concern and hypothetically shelves it so that you can move forward.

Questions in general help transform a one-sided sales pitch into a conversation. And the more you learn about what your prospect wants, the better you can position your product or service as the solution.

Remember: “The ability to ask the right question is more than half the battle of finding the answer.” — Thomas J. Watson

This post is brought to you by the good folks at Dale Carnegie Training of Central & Southern New Jersey. We would love to connect with you on Facebook and Twitter @CarnegieJersey.

Photo credit: Andreanna Moya Photography

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