How would your conversion rate and profitability change if you could implement a method to develop a prospect's confidence about the value of your offering earlier in the sales process?
Wouldn't it also be valuable at the same time to learn what would change your prospect's mind about deciding to buy from you?
Questions are a great way for you to become the problem solver your buyer will want to do business with.
Questions are strong tools for helping your potential buyers see the value of doing business with you, and to get them to tell you what factors must be mitigated before they write a check.
"What do you need us to accomplish for you to consider our work with you a true success?" is a good question for uncovering real reasons they are exploring the value of your service.
"Is there anything else that would need to be in place for you to decide to move ahead?" is an appropriate question if you want to understand the risks the buyer sees in going forward with you.
Under the traditional sales model, you don't get to your prospects' objections until after you try to close the sale. At that point, it's often too late, and you may have labeled yourself as a product pusher.
By asking questions up front you create trust, engage respectfully, and deal with objections early on. You've now established yourself as a problem solver, making closing easier.
What powerful questions do you ask to educate your buyers about the value you provide, or to help them overcome their resistance to buying from you?
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